Pay: £70,000.00 - £90,000.00 per year

Job description:

Sales Director

Hire With Lumi · Lumina Innovations Holdings Limited

Reports to: Rob Hodds, CEO

Location: UK-based, remote with travel

Package: £70,000--£90,000 base · OTE £120,000--£145,000

Team: Sales development function reporting to CEO

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, uniquein 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.

What you need to have done

These are the things we will test, not the things we will take on trust.

• Closed B2B SaaS deals into UK enterprise or regulated buyers. You have personally handled a security review and a procurement process rather than passing them to someone else.
• Managed a sales development team and improved its output. Specific people, specific numbers, before and after. We will ask.
• Sold somewhere you had to build the process. A record of good numbers inside an established machine tells us less than a record of building one.
• Technical credibility in a product conversation. You can explain how an AI system reaches a recommendation, what a false positive costs a client, and why an evidence trail matters to a legal buyer. You do not need to write code. You do need to hold your own with a sceptical HR director and a hostile IT security lead in the same meeting.
• Disciplined with a CRM. If your instinct is that logging activity is admin, this is the wrong company.
• UK-based, with a full driving licence and willingness to travel.

Helpful, not essential

• Recruitment technology, HR tech, assessment or compliance software background.
• Buyers in health and social care, education, financial services, or construction and infrastructure.
• Experience of hybrid pricing ,licence plus consumption and of defending it in a negotiation.
• Pilot to paid or trial to paid conversion motions.
• Having sold alongside or against applicant tracking systems.

What this job is not

• It is not an inherited pipeline. There is a pipeline and there is a system that generates one. There is not a queue of warm deals waiting for a signature.
• It is not a management-only seat. You carry a personal number from day one.
• It is not a resourced corporate role. No sales engineer, no marketing operations team, no bid team. We have a CTO, a customer success and onboarding lead who also carries our product depth, a marketing manager, and a small sales team. Everything else is you.
• It is not a place to oversell the AI. Our buyers audit us and our sector is about to be regulated harder. Claiming capability we do not have is the fastest way out of this company.

Package and terms

• Base salary: £70,000--£90,000, positioned against demonstrated evidence rather than years served.
• OTE: £120,000--£145,000, weighted across personal closed revenue and team-sourced qualified pipeline. Commission is uncapped.
• Equity: dependant upon results a credible oppertunity to become a shareholder exists. to be discussed at interview.

Two references: one from someone who reported to you, one from a customer who bought from you.

We will interview continuously rather than in a batch, and we will move on the right person immediately. If that is you, do not wait for a deadline.

Applications and questions: robert.hodds@hirewithlumi.com

Lumi is committed to fair and evidence-based hiring --- it is the product we sell. We assess every application against the criteria above and nothing else.

Work Location: Remote