The Role

As an Account Manager II focused on RE Expansion within the Enterprise segment, you will be responsible for driving revenue growth across a defined Northern California territory by expanding relationships within existing accounts and identifying new opportunities. This role is centered on deepening customer partnerships, increasing share of wallet, and delivering tailored solutions that align to evolving business needs.

Success in this role requires a differentiated sales approach-someone who stands out from traditional sellers by leading with business value, bringing insight to every customer interaction, and proactively identifying opportunities others may miss. You will operate with a strategic, consultative mindset, positioning yourself as a trusted advisor rather than just a vendor. In this high-performance environment, ownership, curiosity, and the ability to think differently are critical to breaking through and winning in competitive enterprise accounts.

Location and Schedule

• This position is a hybrid role, requiring 1-2 days per week in the Walnut Creek office
• Will require at least 25-50% of time conducting sales activities outside of the office
• This is a hybrid position; however, candidates must reside in Northern California

The Main Responsibilities

• Drive expansion revenue across existing enterprise accounts in a defined territory
• Identify, develop, and close upsell and cross-sell opportunities aligned to customer needs
• Lead consultative sales conversations with insight and strategic challenge
• Build strategic account plans to grow and retain customers
• Develop relationships with key stakeholders and decision-makers
• Manage pipeline discipline, forecasting, and quota attainment
• Lead expansion sales cycles from discovery through close
• Partner with customer success, product, and technical teams
• Use customer and market insights to uncover new growth opportunities
• Engage directly with customers and prospects in the field
• Represent the organization professionally in the Northern California market

What We Look For in a Candidate

Minimum

• Bachelor's degree or equivalent experience
• 5-7 years of experience in enterprise or solution-based sales
• Proven track record of achieving or exceeding sales targets
• Experience managing complex sales cycles within existing customer accounts
• Strong communication, presentation, and negotiation skills
• Proficiency with Microsoft Office tools (Outlook, Word, Excel, PowerPoint)

Preferred

• Experience in telecommunications or technology-based consultative sales
• Familiarity with CRM tools such as Salesforce
• Strong ability to navigate and influence within large, matrixed organizations
• Established network within the Northern California enterprise market

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

$72,368 - $96,487 in these states: CA

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

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Requisition #: 342734