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 The Account Director Senior is responsible for identifying, developing, and expanding sales opportunities across assigned Public Sector accounts, including DoD, DISA, Federal Civilian, and related government agencies. This role builds and maintains strategic customer relationships, develops account plans and pursuit strategies, manages a qualified opportunity funnel, and coordinates internal resources to deliver technology solutions that support customer mission priorities. The position requires strong government sales experience, disciplined account management, and the ability to navigate complex procurement, contracting, and stakeholder environments. The Main Responsibilities •    Develop and execute strategic account plans for assigned Public Sector accounts, including customer profiling, positioning strategy, opportunity development, stakeholder mapping, and long-range account growth plans. •    Identify, qualify, and advance new sales opportunities through customer engagement, networking, lead generation, RFx evaluation, proposal development, and coordinated pursuit planning. •    Build, manage, and grow customer relationships to retain existing revenue, expand account penetration, and increase total customer spend through cross-sell and up-sell opportunities. •    Maintain a strong understanding of government procurement policies, contract vehicles, buying cycles, and acquisition processes relevant to assigned accounts. •    Articulate the competitive landscape, industry trends, customer mission needs, and Lumen’s value proposition across telecommunications, IT solutions, managed services, professional services, and related offerings. •    Coordinate with internal partners, including business development, capture, proposal, marketing, pre-sales engineering, product management, legal, contracts, and finance, to support account strategy and pursuit execution. •    Develop customer proposals, presentations, and business case materials that clearly address technical, contractual, commercial, and management requirements. •    Manage an accurate and detailed Salesforce funnel, including weekly forecasts, opportunity updates, revenue outlooks, and quota attainment tracking. •    Stay current on emerging technologies, customer modernization priorities, and solution application areas to identify new opportunities and strengthen consultative selling conversations. •    Represent the company professionally in customer meetings, industry events, and account engagements, with travel required as business needs dictate. What We Look For in a Candidate •    7+ years of Federal agency relationships and proven success selling complex mission solutions required.•    Knowledge of telecommunications, IT solutions, managed services, professional services, advisory, consulting, or project-based solution sales. •    Strong understanding of government acquisition processes, contract vehicles, procurement policies, and competitive drivers. •    Experience building account plans, managing executive-level customer relationships, and navigating complex stakeholder environments. •    Proven ability to develop customer proposals, deliver presentations, negotiate contracts, and sell consultatively through close. •    Experience with Salesforce.com preferred. •    Strong written and verbal communication, presentation, organization, and time management skills. •    Self-motivated, proactive, results-oriented professional with a sense of urgency and the ability to work with minimal direction. •    Proficient in Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint. •    Valid driver’s license and clean driving record required, as applicable. •    Travel required; role may require significant time conducting sales activities outside the office. 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: $124,037 - $165,375 in these states: AL, AR, AZ, FL, GA, IA, ID, IN, KS, KY, LA, ME, MO, MS, MT, ND, NE, NM, OH, OK, PA, SC, SD, TN, UT, VT, WI, WV, and WY. $130,242 - $173,649 in these states: CO, HI, MI, MN, NC, NH, NV, OR, and RI. $136,437 - $181,913 in these states: AK, CA, CT, DC, DE, IL, MA, MD, NJ, NY, TX, VA, and 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. Learn more about Lumen's: • Benefits • Bonus Structure Lumen#26 Requisition #: 343516 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: jobs.lumen.com 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 FAQ page . 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 assignments or training. Privacy Notice Lumen is committed to protecting the privacy and security of personal information collected during the recruitment and hiring process. Our Applicant Privacy Notice explains how we collect, use, disclose, and protect applicant information, as well as how individuals may request access to or deletion of their personal data. To review Lumen’s Global Employment Applicant and Talent Community Privacy Notice, please visit: jobs.lumen.com Disclaimer The job responsibilities described above indicate the general nature and level of work performed by employees within this classification. It is not intended to include a comprehensive inventory of all duties and responsibilities for this job. Job duties and responsibilities are subject to change based on evolving business needs and conditions. In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information. Please be advised that Lumen does not require any form of payment from job applicants during the recruitment process. All legitimate job openings will be posted on our official website or communicated through official company email addresses. If you encounter any job offers that request payment in exchange for employment at Lumen, they are not for employment with us, but may relate to another company with a similar name.

Requirements

Must-haves

At Lumen, you’ll work on infrastructure customers rely on today and build for what’s next, where performance, security, and resilience matter.
The Main Responsibilities
Develop and execute strategic account plans for assigned Public Sector accounts, including customer profiling, positioning strategy, opportunity development, stakeholder mapping, and long-range account growth plans.
Identify, qualify, and advance new sales opportunities through customer engagement, networking, lead generation, RFx evaluation, proposal development, and coordinated pursuit planning.
Build, manage, and grow customer relationships to retain existing revenue, expand account penetration, and increase total customer spend through cross-sell and up-sell opportunities.
Develop customer proposals, presentations, and business case materials that clearly address technical, contractual, commercial, and management requirements.
Manage an accurate and detailed Salesforce funnel, including weekly forecasts, opportunity updates, revenue outlooks, and quota attainment tracking.
Stay current on emerging technologies, customer modernization priorities, and solution application areas to identify new opportunities and strengthen consultative selling conversations.
Represent the company professionally in customer meetings, industry events, and account engagements, with travel required as business needs dictate.
What We Look For in a Candidate
Strong understanding of government acquisition processes, contract vehicles, procurement policies, and competitive drivers.
Experience building account plans, managing executive-level customer relationships, and navigating complex stakeholder environments.
Proven ability to develop customer proposals, deliver presentations, negotiate contracts, and sell consultatively through close.
Strong written and verbal communication, presentation, organization, and time management skills.
Self-motivated, proactive, results-oriented professional with a sense of urgency and the ability to work with minimal direction.
Proficient in Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint.
Valid driver’s license and clean driving record required, as applicable.
Travel required; role may require significant time conducting sales activities outside the office.
$124,037 - $165,375 in these states: AL, AR, AZ, FL, GA, IA, ID, IN, KS, KY, LA, ME, MO, MS, MT, ND, NE, NM, OH, OK, PA, SC, SD, TN, UT, VT, WI, WV, and WY.
$130,242 - $173,649 in these states: CO, HI, MI, MN, NC, NH, NV, OR, and RI.
$136,437 - $181,913 in these states: AK, CA, CT, DC, DE, IL, MA, MD, NJ, NY, TX, VA, and WA.

Nice-to-haves

Experience with Salesforce.com preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: eightfold
Effort: medium