Sales Development Representative

Lumana is on a mission to empower organizations by unlocking the value of their visual data — not just record the world, but to actually understand it and extract meaningful insights. Our AI video security platform delivers unmatched visibility and control, helping customers enhance security and safety, streamline operations, and respond instantly when it matters most. Founded in 2021, we are backed by tier-one Silicon Valley investors with deep team expertise in AI, computer vision, and machine learning. We are one of the fastest-growing video security companies and recently raised the largest Series A within our industry. We’ve built the most intelligent video security solution on the market — one that sees what matters, acts fast, and prevents what used to be inevitable. At Lumana, teams are small, dynamic, and trusted to lead. We think big, move fast, and execute like owners — because we are. Your impact here won’t be filtered. It will be visible, lasting, and real. Position Summary We're looking for a driven, technically curious Sales Development Representative (SDR) who can identify the right customers for Lumana and build high-quality pipeline through strategic outbound prospecting. Success in this role comes from strong qualification, thoughtful outreach, and consistently connecting our Account Executives with opportunities that fit our ideal customer profile. The ideal candidate is resilient, self-managed, and highly accountable. They manage their time effectively, embrace rejection as part of the process, and are motivated by delivering results. Working closely with Sales and Marketing, you'll continuously refine messaging, test new outreach strategies, and help accelerate Lumana's growth. Standard working hours are 9:00 AM–5:00 PM. Location & Travel This role is currently remote in NY or NJ, with occasional travel for conferences and team meetings. Compensation SDR I (0-2 Years, B2B SaaS SDR) $65k Base | $30k Variable (Uncapped) | $95k OTE SDR II (2+ Years, B2B SaaS SDR) $70k Base | $30k Variable (Uncapped) | $100k OTE Responsibilities Own outbound prospecting and lead generation across assigned territories. Turn outreach into a qualified pipeline—converting prospects into Sales Qualified Leads (SQLs). Partner with Account Executives to design and execute territory strategies. Build and iterate outbound campaigns across email, phone, video, and LinkedIn. Track and report on performance metrics (open rates, connect rates, conversions) to drive continuous experimentation. Develop expertise in verticals such as education, healthcare, retail, grocery, faith-based organizations, corporate campuses, and manufacturers. Align with Marketing on persona targeting, messaging, and campaign timing. Share voice-of-customer insights from the frontline with Sales, Marketing, and Product. Keep Salesforce spotless—documenting activity and progress consistently. Maintain high energy and performance to exceed monthly and quarterly targets. Other duties may be assigned. We don’t do cookie-cutter. If you’ve got the grit, the drive, and the track record—especially in security or AI—we want to hear from you. Even if you don’t check every box, let’s talk. Qualifications Minimum of 1 year in a B2B tech SDR/BDR role with a proven record of success (president club, etc.) Skilled in multi-channel outreach (email sequences, cold call, LinkedIn Nav, video, etc.). Hands-on experience with modern sales tools like Salesforce, Outreach, ZoomInfo, and Sales Navigator. Strong communication skills—written and verbal. Resilient and self-starting: you thrive in rejection-heavy, remote environments. Familiarity with a sales methodology (e.g., MEDDPICC, SPIN, Challenger). Ability to balance personalization with volume at scale. Desire to grow into a closing role over time. Comfortable experimenting with AI/automation tools (Claude, ChatGPT, Lavender, Gong, ChatGPT prompts, etc.). Nice-to-Haves Experience in cybersecurity, AI, or physical security. Prior success selling into regulated industries (education, healthcare, etc.). ✍️ Hiring Philosophy We spend a lot of time building best-in-class products since we believe a highly differentiated product is easier to sell. We aim to provide both product & industry expertise whenever we interact with prospects and customers. We strongly believe that small teams with very talented people (and the right work environment) deliver much better performance than teams with large headcount. We hire and compensate accordingly. We value a strong sense of ownership, principled thinking over experience, and thoughtful communication. Our Interview Process We keep it focused and respectful of your time—our typical process includes: A 45-minute conversation with our Talent Team A 60-minute Interview & Mock Cold Call Exercise with our Head of Sales Development A 30-minute session with our Executive Leadership Team Want to see who you'll be working with? Check us out ✨ What We Offer We believe great talent deserves great support. Here’s how we invest in you: 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 For U.S.-Based Teammates: Health & Wellness: Full medical, dental, and vision coverage Time Off: 15 days PTO, sick time, and paid holidays Financial Benefits: 401(k) with 4% employer match + meaningful equity (ISO) Parental Leave: Paid time off for growing families Home Office Setup: $500 stipend + high-performance gear so you’re set up to win Lumana is an equal opportunity employer ‍We are committed to providing equal employment opportunities to all individuals regardless of race, color, ethnicity, religion, sex, gender identity, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis protected by law. Recruitment Fraud Alert: All Lumana hiring communications come from @lumana.ai — we never ask for payment or personal banking info. Recruiters & Agencies: Lumana does not accept unsolicited resumes from agencies without a signed agreement and will not pay related fees.