Account Director Senior Large Enterprise

Lumen; Grand Rapids (MI); On-site; USD 127,000 - 186,000; Full time

Job summary

Lumen is seeking an Account Director Senior Large Enterprise in the United States to own growth across large, strategic enterprise accounts. You will translate customer priorities into measurable outcomes enabled by Lumen’s network, cloud, and security portfolio, guiding cross-functional teams from discovery to expansion.

You will drive executive-level engagements, develop business cases, and close high-value deals, while shaping account strategy, terms, and activation dates.

Qualifications

• 8+ years of enterprise sales experience and sustained quota achievement.
• Success acquiring and expanding large, important, or global enterprise accounts and closing complex deals.
• Broad expertise across customer business and financial drivers, enterprise tech markets, and relevant solutions such as networking, cloud, security, or software.
• Demonstrated authority and judgment in negotiating complex product, service, pricing, and contract terms with senior customers.
• Technical fluency to lead credible discovery and direct architects and specialists.
• Experience planning account strategy independently and orchestrating teams across the lifecycle without formal authority.
• Understanding of recurring-revenue and consumption-based models and how activation and usage drive value and revenue growth.
• Experience using AI and automation to improve sales execution with validated outputs.

Responsibilities

• Own and execute a self-directed strategy for a portfolio of large, important, or global accounts.
• Anticipate needs and develop points of view connecting modernization to growth and resilience.
• Build qualified pipeline through executive relationships, intelligence, prospecting, partners, and marketing.
• Prioritize investments and resources based on potential and buying signals.
• Lead discovery across executive, business, technical, operational, and financial stakeholders.
• Integrate capabilities across Lumen and partners into a coherent outcome; direct architects and specialists.
• Build quantified business cases covering value, investment, and risks of inaction.
• Develop customers’ and colleagues’ understanding of business and market tradeoffs; influence executives and buyers.
• Own new-logo acquisition and expansion against sales and revenue goals.
• Lead complex sales cycles through qualification, pricing, negotiation, procurement, and close.
• Surface risks early and surface activation dates and commitments.

Skills

Enterprise sales

Quota achievement

Executive stakeholder engagement

Complex deal closing

Job description

Lumen is the trusted network for the AI‑powered world, connecting people, data, and applications through our expansive fiber network and connected ecosystem. We enable secure, high‑performance connectivity across cloud, edge, and AI workloads for enterprises, governments, and communities.

At Lumen, you’ll work on infrastructure customers rely on today and build for what’s next, where performance, security, and resilience matter.

This is a high accountability environment where bold ideas drive real innovation for our customers, partners, and industry. The work is challenging, expectations are clear, and trust is built into how we operate. If you’re ready to take ownership, deliver meaningful impact, and help shape the future of AI‑ready connectivity, join us today.

The Role

Driving Technology Adoption, Consumption, and Growth

Lumen is evolving how we sell by bringing deeper technology fluency, consultative discovery, and business-outcome conversations into every customer engagement. Our Acceleration and Growth team offers multiple distinct opportunities to help shape this journey while building your own expertise as a technology-focused seller. This is an opportunity to be part of meaningful change - help define how we engage, advise, and support customers as their technology needs become more complex. If you are energized by building trusted relationships, shaping a more consultative customer experience, and making a visible impact as our sales approach evolves, this role offers the chance to help lead that change.

As an Account Director Senior Large Enterprise, you will own growth across large, important, and potentially global enterprise accounts by translating customer business priorities into measurable outcomes enabled by Lumen’s network, cloud, security, managed services, and orchestration portfolio.

As the Account Director Senior, you operate independently from acquisition through modernization, activation, adoption, consumption, and expansion. You set account strategy, shape and negotiate commercial terms, mobilize cross-functional resources, and advise executive stakeholders. Your broad command of customer economics, markets, technology, and complex buying environments makes you a trusted expert to customers and colleagues.

The Main Responsibilities

• Own and execute a self-directed strategy for a portfolio of large, important, or global accounts, grounded in each customer’s business model, financial priorities, operating risks, technology estate, market context, and competitive position.
• Anticipate needs before they become formal requirements; develop points of view and use cases that connect modernization to growth, efficiency, resilience, risk reduction, and innovation.
• Build qualified pipeline through executive relationships, account intelligence, focused prospecting, partners, marketing, and business development.
• Prioritize investments and resources based on customer potential, solution fit, buying signals, competitive dynamics, and revenue opportunity.
• Lead discovery across executive, business, technical, operational, and financial stakeholders to define the problem, value at stake, decision path, and urgency to act.
• Integrate relevant capabilities across Lumen and its partners into a coherent outcome; direct architects and specialists through clear commercial and customer objectives while they own technical design and validation.
• Build quantified business cases covering expected value, investment, implementation requirements, risk, and cost of inaction.
• Develop customers’ and colleagues’ understanding of business, market, and solution tradeoffs; influence executive sponsors, economic buyers, technical decision makers, and internal champions.
• Own new‑logo acquisition and expansion against assigned sales, revenue, and consumption goals.
• Lead complex, high‑value sales cycles through qualification, validation, pricing, negotiation, procurement, legal review, and close.
• Exercise substantial commercial discretion—and, within company governance, full authority to shape and negotiate product, service, pricing, and contract terms.
• Establish mutual action plans, decision criteria, stakeholder commitments, milestones, and activation dates; surface risks and dependencies early.
• Plan and manage the account resource model, mobilizing sales, technical, delivery, customer success, channel, and partner teams without relying on formal authority.
• Retain commercial ownership through implementation and activation; hold downstream partners accountable for customer readiness, delivery commitments, adoption, and value realization.
• Use consumption data and customer signals to remove adoption barriers, address underutilization, anticipate revenue risk, and identify expansion across workloads, locations, and business units.
• Convert demonstrated value into modernization, additional use cases, broader executive relationships, recurring revenue, and sustained growth.
• Serve as a recognized expert across business, financial, market, customer, and portfolio domains; coach peers and contribute account insight that improves sales approaches and solution fit.
• Activate channel and technology partners through joint targeting, account planning, and selling, with clear ownership and measurable outcomes.
• Use AI, agents, and automated workflows to improve research, prioritization, outreach, follow‑through, and opportunity management; validate outputs and apply sound judgment.
• Maintain rigorous qualification, stakeholder maps, next steps, forecasts, and CRM records.

What We Look For in a Candidate

• 8+ years of enterprise sales experience and sustained quota achievement, with evidence of performance at the scope and complexity described above.
• Success acquiring and expanding large, important, or global enterprise accounts and closing complex deals with multimillion‑dollar total contract value.
• Broad expertise across customer business and financial drivers, enterprise technology markets, complex buying environments, and relevant solutions such as networking, cloud, security, managed services, or enterprise software.
• Demonstrated authority and judgment in structuring and negotiating complex product, service, pricing, and contract terms with senior customer leaders.
• Technical fluency to lead credible discovery, recognize solution opportunities, and direct architects and specialists effectively.
• Experience planning account strategy independently and orchestrating colleagues and partners across the full customer lifecycle without formal authority.
• Understanding of recurring‑revenue and consumption‑based models, including how activation, adoption, and usage create customer value and revenue growth.
• Practical experience using AI and automation to improve sales execution, with disciplined validation of outputs.
• Executive presence, sound judgment, and an ownership mindset; you make decisions, surface risk early, give direct feedback, and take responsibility for outcomes.

Compensation

This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.

Location Based Pay Ranges

$126,518 - $168,683 in these states: AZ NM UT

$132,847 - $177,122 in these states: CO NV

$139,166 - $185,552 in these states: CA WA

Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short‑term incentives, long‑term incentives and/or sales compensation) as you move through the selection process.

Life at Lumen

Life at Lumen is human and connected, even in a fast moving, AI‑focused organization. We set clear expectations and trust people to meet them. With real support and shared accountability, teams collaborate better, move faster, and deliver meaningful outcomes.

Our Lumen 8 behaviors guide how we interact, make decisions, and work together, shaping a culture built to perform and win.

To learn more about Life at Lumen and how we live the Lumen 8, please visit:

Background Screening

If you are selected for a position, there will be a background screen, which may include checks for criminal records and/or motor vehicle reports and/or drug screening, depending on the position requirements. For more information on these checks, please refer to the Post Offer section of our . Job‑related concerns identified during the background screening may disqualify you from the new position or your current role. Background results will be evaluated on a case‑by‑case basis.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Equal Employment Opportunities

We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assig