Sr. B2B Account Manager

Job Description:

Lumens is a leader in luxury home furnishings, lighting, and décor, serving residential, hospitality and commercial design sectors. Our B2B program is a vital part of our business, supporting designers, architects, and procurement professionals in sourcing best-in-class products for their clients and projects.

We are seeking a Senior B2B Account Manager to grow strategic relationships within our existing B2B customer base and drive repeat sales. This is a high-impact role that blends consultative selling, project management, and account development in a fast-paced, design-focused e-commerce environment. In addition to managing a portfolio of key clients, this role will serve as a senior voice on the team—providing mentorship, leading by example, and supporting team engagement initiatives. If you are passionate about creating long-term client partnerships and delivering exceptional experiences in the design space—we want to hear from you.

Responsibilities:

Client Relationship and Sales Growth

• Manage and grow a portfolio of interior designers, architects, and trade buyers through high-touch consultative sales.
• Lead the full sales cycle, from discovery and product curation to quoting, negotiation, and project execution.
• Identify upsell, cross-sell, and reactivation opportunities to drive incremental revenue across categories.
• Act as a trusted advisor, understanding each client’s unique needs, project timelines, and aesthetic preferences.
• Deliver exceptional customer service, becoming a go-to partner for sourcing luxury lighting, furniture, and décor.
• Engage in outbound and inbound activities via phone call, email, and chat.

Strategic Account Planning and Execution

• Create and execute account strategies that align with client goals and Lumens’ business objectives.
• Maintain a proactive and organized pipeline, using CRM tools to track touchpoints, forecast sales, and prioritize outreach.
• Coordinate closely with internal teams—Product, Customer Operations, Fulfillment, and Finance—to ensure seamless order processing and project delivery.
• Provide timely updates and solutions for project timelines, product availability, pricing, and shipping logistics.
• Act as a key liaison between sale teams and leadership, helping to surface feedback, share best practices, and support continuous improvement across the team.

Industry Insights and Operational Excellence

• Stay informed on industry trends, product launches, and client purchasing behavior within the design ecosystem.
• Utilize sales analytics and reporting tools to monitor performance and inform strategy.
• Represent the Lumens brand with integrity and enthusiasm, ensuring clients receive expert guidance and white-glove support.
• Contribute feedback to improve our sales team offerings, customer experience, and go-to-market initiatives.
• Collaborate with peers and leadership to help onboard new team members, lead informal training moments, and champion a positive, performance-driven team culture.

Core Characteristics:

• Relationship- and results-driven, with a passion for helping clients succeed.
• Natural leader with a collaborative mindset—comfortable guiding peers, fostering connection, and positively influencing team dynamics.
• Consultative mindset and strong business acumen.
• Skilled at managing multiple priorities with accuracy and professionalism.
• Clear and confident communicator across phone, email, and video.
• Flexible, curious, and collaborative—with a love of design.

Qualifications:

• 10 years of B2B sales experience, preferably in the design, furnishings, or luxury goods space.
• Proven track record of building client relationships, growing revenue, and managing large, multi-product deals ($100K ).
• Deep understanding of the design industry, including sourcing cycles and procurement behaviors.
• Familiarity with interior design projects across residential, hospitality, or commercial segments.
• Strong organizational skills with proficiency in Salesforce (or other CRM), sales reporting, and project tracking tools.
• Experience navigating a high-growth, e-commerce-driven environment.

System Qualifications:

About Lumens:

As North America’s premier destination for design aficionados, architects, interior designers, and contract professionals, Lumens offers a discerning edit of modern lighting, furniture, and décor. Sourcing more than 400 of the most exceptional international design brands, our curated product assortment features iconic designs as well as the latest in contemporary interior décor. Lumens’ vision – to inspire and connect the world with good design – guides our dedication to innovation, customer experience, and service. Our team includes certified interior designers and ALA-certified product specialists, and we’re looking for fellow design enthusiasts to join our team.

Since June 2021, Lumens has been part of Flos B&B Italia Group, a leading global high-end design group operating a portfolio of legacy brands in the world of luxury furnishings and lighting. Driven by a purpose of “We design for a beautiful life,” the Group includes some of the most distinctive European cultural heritage products and designs for the planet, people, and culture. The Group includes FLOS, B&B Italia, Louis Poulsen, Maxalto, Arclinea, Azucena, FENDI Casa, Audo Copenhagen, and Lumens.

Commitments:

Social impact

Sustainable beauty is a core value at Lumens, and we are committed to reducing our environmental impact and preserving our planet. We support brands and products with sustainability attributes at their heart, and we are harnessing our scale and ethos of innovation to bring customers services and solutions that respect the environment. For our employees, our initiatives include green campuses and flexible working to reduce our carbon footprint.

Diversity, equity, and inclusion

People are at the heart of our business. We strive for an empowering and positive culture and working environment for our people. Therefore, creating a strong, diverse and inclusive team is essential for Lumens. For us, your expertise and motivation matter more than your individual walk of life.

Location: San Francisco, CA / Remote for the right candidate
Compensation: $100,000 - $150,000 OTE (base commission)
Benefits: access to health benefits 401k 3 weeks annual paid time off