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VP of Sales

Los Angeles, CA

Lead our growing sales team.


About Lumi

Lumi helps ecommerce brands produce memorable and sustainable packaging through our online platform and worldwide network of factories. Tens of millions of packages are being shipped every year with Lumi products.

We’re a small team of design and logistics nerds working together to change the way companies navigate the complex packaging supply chain. Learn more →

About the role

Lumi is a Los Angeles-based company modernizing the packaging supply chain. Lumi is seeking its first executive sales leader. You will be joining a small but efficient sales organization that has been growing revenues over 300% for three years in a row. The team is currently five people: two in business development and three account executives. Jesse Genet, CEO of Lumi, currently manages the team and will help you transition into the role.

We are proud of our obsessively curious culture and excited to find someone who will join our journey to change the $400B+ packaging industry. Lumi is a fast-growth technology company. Our culture of speed and software development is shared by our customers: e-commerce businesses reinventing the way products are sold. Our customers like Casper, FabFitFun, Outdoor Voices, Parachute Home and MeUndies are rapid-growth companies themselves, at the forefront of changes to the logistics and supply chain infrastructure. We’re also very proud to work with Spark Capital, Homebrew Ventures, Forerunner Ventures and a slew of other dedicated partners who believe in the future Lumi is trying to build. 

When you visit our 1940’s industrial warehouse office near downtown LA you’ll start to understand the blended culture of scrappy and savvy we’ve been building since 2015. The quiet hum of people clicking away on their iMacs is periodically interrupted by sounds of a forklift backing up, a dog squeaking its toy or our prototype machinery whirring into action to help a new ecommerce company hit their launch deadline. If this sounds like a place you’d like to spend your days, we’re excited to meet you.


Key skills

  • Creating a great team culture. On a daily basis you’ll manage and coach the sales team directly, making sure the balance of personalities suits our customers needs and works well as a unit to hit and exceed the company’s overall goals.
  • Enterprise-level deal making. You need to be able to create multi-month strategies for winning enterprise accounts that range from $500k-$5M in annual packaging spend. You’ll work directly with the account executives to execute and monitor these strategies on a daily basis.
  • Sales playbook creation. You’ll build on what the current Lumi team has learned to create a durable enterprise sales playbook that continues to separate us from traditional industry players by maximizing our data and software platform whenever possible.
  • Sales modelling. You’ll work directly with the CEO to model out all key sales activities, like AE ramp up and multi-year sales projections based on possible strategies.
  • Reporting. You’ll be the key responsible executive reporting revenue numbers, projections and key sales metrics to founders, board and wider Lumi team. It’s critical you’re detail oriented about driving your team to maintain clean and accurate data.

Responsibilities

  • Recruiting. You will have full accountability for hiring/recruiting sales and growth team. It’s critical you have a track record for hiring and retaining great talent. In the next 12 months we plan to nearly double to team.
  • Coaching your team. You will be working closely with Business Development Representatives and Account Executives to help them engage and close deals, spotting issues before they show up. It’s on you to see opportunities ahead of the horizon and build systems to keep your team efficient before our current systems break down.
  • Revenue. You’ll be the key accountable executive for company-wide revenue targets. You’ll have full breadth of decision making over revenue-generation activities, working directly with company founders and other executives to support your efforts.
  • Sales Tactics. Learning and understanding how to maximize the revenue per lead. Segmenting customers, developing sales scripts, objection-handling and rules for how AE’s maximize internal resources like prototyping, graphic design and other consultative services we have. You’ll work to optimize how sales team interacts with other teams and how to make best use of dev resources and other Lumi teams.
  • Sales Strategy. Beyond tactics we’ll look to you to answer questions about what markets and product categories we should we expand into. How do we shore up our base of recurring customers. Where should we spend our resources and our money based on what we’re learning from core customers.

Qualifications

  • 7+ years sales experience
  • Key leader on team that has scaled annual sales past $75M in annual sales
  • Directly managed team of 15+ people
  • Proven recruiting/hiring track record
  • Experience with deal sizes of $500K-5M and enterprise level consultative sales process
  • Background in one or more of the following: ecommerce, logistics, supply chain, warehouse/3PL services, manufacturing, or of course packaging!

Benefits

  • Stock options
  • Competitive salary
  • Paid time off
  • Healthcare plan
  • SIMPLE IRA retirement plan
  • Laptop or desktop computer
  • Company events and happy hours

What we look for

Our team is made up of people from diverse backgrounds, often working remotely across the world. We believe cross-pollination is one of the best ways to foster community and new ideas. For that reason we encourage people from all backgrounds to apply to any of our positions.

Creating a great environment for everyone on the team is something we care deeply about. There are a few qualities we look for in anyone joining Lumi. Here are some of the questions we'll be asking ourselves when reviewing your application:

  • CuriosityYour role will evolve as time goes on. Do you have an eagerness to learn new skills, adapt to new situations and get out of your comfort zone?
  • Communication: Whether it is in written or spoken form, are you able to communicate clearly and concisely with others?
  • EmpathyDo you collaborate well with others? How do you deal with disagreements? Do you relate to the challenges we seek to solve for our customers?
  • Work ethicDo you have a can-do attitude? In the ever-moving world of logistics, will you do your best to not keep others waiting? Can we rely on you to bring rigor and enthusiasm necessary to your work?
  • Good tasteAre you attentive to details? Do you care about creating an elegant, pleasant experience for customers and those around you?


Note that due to the volume of applications we are not able to reply to everyone. Rest assured, we do read every application. Thanks for considering us!

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