Senior Enterprise Account Director - AI Growth

Lumen Technologies; California; Hybrid; USD 139,000 - 186,000; Full time

Job summary

Lumen Technologies is seeking an Account Director Senior Large Enterprise to drive growth across major accounts, translating customer priorities into measurable outcomes using Lumen’s network, cloud, security, and orchestration portfolio.

You will own the end-to-end sales lifecycle from discovery through expansion, coordinating cross-functional teams to deliver business value and executive-level impact in a remote, nationwide setting.

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 with multimillion-dollar TCV.
• 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 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.

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.

Skills

Enterprise sales

Quota achievement

Global accounts

Complex deals

Executive presence

Technical fluency

Account strategy

AI & automation familiarity

Job description

Lumen Technologies is seeking an Account Director Senior Large Enterprise to drive growth across major accounts, translating customer priorities into measurable outcomes using Lumen’s network, cloud, security, and orchestration portfolio.

You will own the end-to-end sales lifecycle from discovery through expansion, coordinating cross-functional teams to deliver business value and executive-level impact in a remote, nationwide setting.