Sales Director

Job Ref: 8841

External Ref: SD1003

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Pay: £70,000.00 - £90,000.00 per year

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Job Description:

Why this role exists

Our Sales Director is leaving. He built the outbound engine, ran the sales development team, and was the person in the building who understood both the commercial case and the mechanics of the product. We are not looking for a caretaker for what he built. We are looking for the person who takes it further, and who will find things in it they would have done differently.

This is a small, early revenue-stage company. The person who takes this role will have more influence over how Lumi sells than they would have anywhere with an established playbook and correspondingly less to hide behind.

About Lumi

Lumi is an AI hiring platform, unique in many ways. We screen and assess candidates at volume, and we do it in a way that stands up to scrutiny, which matters because our buyers are in regulated and compliance sensitive sectors where a hiring decision has to be explainable after the fact, not just fast.

What makes the commercial conversation different from most AI tools:

• Founding member of the Association of Recruitment Technology Providers, with a seat on its Standards Sub-Committee.
• Active engagement with the Better Hiring Institute and a standards presentation to Parliament in September 2026.
• ISO 27001, and an evidence record built for a tightening regulatory regime around AI in employment decisions.
• A second product line taking the same assessment methodology into the education and employability market.

We sell against better-funded competitors. We win on credibility and on being auditable. That shapes who succeeds in this job.

The role

You own new revenue in the UK. You carry your own enterprise number, and you build and run the sales development function that generates meetings for the whole commercial team. It is a player/coach role and it is genuinely both halves. The most common way to fail here is to retreat into the half you are more comfortable with.

1. Your own number - enterprise and named accounts
   • Multi-year licence plus consumption deals into large employers. You run these end to end: qualification, demo, the security review, the procurement cycle, the commercial structure, the close. Our largest opportunities involve legal, IT security and HR leadership in the same room, and they take months. You should have done this before, personally, and be able to talk us through one in detail.
2. The sales development function
   • You inherit the SDR function and grow it. Targeting, cadence discipline, call quality, coaching, and published weekly numbers. You are accountable for the meetings the whole commercial team runs on, not only the ones you book yourself. If the SDR numbers are good and your personal pipeline is empty, that is a fail. So is the reverse.
3. The volume motion underneath
   • Alongside the enterprise deals we run a self-serve entry point: a prospect puts a real role through Lumi at no cost, sees the output, and converts to a paid plan. Making that path a repeatable engine rather than an occasional accident is part of this job. It is the difference between a business that grows with headcount and one that doesn't.
4. Forecast and pipeline discipline
   • We run sales on our own internal intelligence platform: signal monitoring across public data sources, account scoring, AI-generated research briefs, cadences, and activity tracking. Every touch is logged there. You will be expected to become fluent in it quickly, to hold the team to using it, and to produce a forecast built from real data rather than optimism.
5. International support
   • The UK is your number. You will also support US market activity and our transition in India, not owning those revenue lines, but providing commercial input and occasionally travelling.