Account Executive – State and Local Education

November 4

🏄 California – Remote

Although this job is listed in California, this company may be open to hiring remote in other states.

💵 $100k - $110k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Lumana

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Artificial Intelligence • SaaS • Security

Lumana is an AI video security company that delivers an end-to-end platform combining AI-powered video management software and NDAA-compliant cameras to automate monitoring, generate real-time alerts, accelerate incident response, and surface operational insights from video. Its products include a cloud-based VMS+, on-prem CORE hardware with industrial SSD storage and cloud backup, modern security cameras, and AI features such as threat detection, license plate recognition, AI-powered search, and customizable dashboards for enterprises across education, government, retail, healthcare, manufacturing, and hospitality.

51 - 200 employees

Founded 2021

🤖 Artificial Intelligence

☁️ SaaS

🔐 Security

📋 Description

• Own the Full Sales Cycle: Lead every stage of the deal—from first outreach to close—including prospecting, consultations, product demos, proposals, and negotiations with SLED stakeholders. • Source Your Own Pipeline: Proactively identify and pursue new business opportunities across state, local government, and education accounts using tools like ZoomInfo, Apollo, and LinkedIn. • Drive Public Sector Wins: Consistently exceed quarterly targets by navigating complex SLED procurement cycles, building trust with decision-makers, and closing strategic deals. • Know the Tech Cold: Master Lumana’s AI-powered security platform and how it outperforms legacy solutions—position it confidently in highly regulated, budget-conscious environments. • Outbound Discipline: Maintain a high-velocity outreach cadence through calls, emails, InMails, and targeted campaigns to engage public sector buyers and influencers. • Pipeline Precision: Build and manage a healthy pipeline with consistent forecasting hygiene and 4x pipeline coverage to support quota goals. • Results-Driven Rhythm: Follow a consistent performance cadence across outreach, demos, pipeline generation, and creative prospecting strategies tailored to public sector cycles. • Be a Trusted Partner: Act as a consultative advisor to prospects and customers in SLED, understanding their unique challenges and guiding them to smart, scalable solutions. • Cross-Functional Execution: Work closely with Product, Marketing, and Solutions Engineering to tailor GTM efforts and deliver winning proposals that address SLED-specific needs. • Voice of the Field: Share insights on public sector trends, feedback from key accounts, and market shifts to help shape Lumana’s roadmap and messaging. • Territory & Travel: This role covers a defined SLED territory. Travel is expected to customer sites, partner meetings, and industry events.

🎯 Requirements

• 4+ years of success owning the full sales cycle in SaaS or security technology sales, with a focus on public sector or regulated environments • Current experience selling into state, local government, and/or education (K–12 or higher ed)—with a clear understanding of procurement processes and stakeholder dynamics • Background in video security, physical security, or AI infrastructure solutions, ideally in SLED use cases • Proven ability to prospect and build pipeline from the ground up, especially within long and complex sales cycles • Experience navigating RFPs, budget cycles, and vendor approval processes in public sector accounts • Familiarity with working through or alongside SLED channel partners, resellers, or systems integrators • Strong communicator with the ability to tailor messaging to technical, operational, and executive-level audiences in government or education • Proficient in sales tools such as Salesforce, ZoomInfo, Apollo, and LinkedIn Sales Navigator • Comfortable operating in a fast-moving, resourceful, early-stage environment • Must reside within the territory to effectively serve and travel to accounts • Willingness to travel up to 1–2 times per month for customer meetings, field engagements, and tradeshows

🏖️ Benefits

• Competitive Pay: Strong base salary + uncapped commission • Equity & Upside: Own a piece of what you're building • Tools that Work for You: We arm our team with top-tier tech and modern sales tools—so you can focus on closing, not admin • Remote-First Flexibility: Work from where you're most effective, with teammates around the globe • Product Influence: Your voice matters—sales feedback directly shapes our roadmap • Health & Wellness: Full medical, dental, and vision coverage • Time Off: 15 days PTO, sick time, and paid holidays • Financial Benefits: 401(k) with employer match + meaningful equity • Parental Leave: Paid time off for growing families • Home Office Setup: Stipend + high-performance gear so you’re set up to win