The Role

The Senior Director of Commercial Strategy is an enterprise leadership role responsible for centralizing and driving key commercial strategy functions across a complex, matrixed organization. This role owns the end-to-end annual planning process, including segmentation, territory design, coverage modeling, and blueprint governance to ensure alignment with business objectives and sales execution priorities.

This position balances long-term strategic planning with operational execution, enabling data-driven decision-making, optimizing cost-to-serve, and aligning compensation strategies to improve sales efficiency and performance. The role partners across sales, finance, operations, and leadership teams to translate strategy into execution.

The Main Responsibilities

• Lead the end-to-end annual planning process, including segmentation, territory alignment, capacity planning, and coverage design
• Define and execute role design and commercial strategy while establishing and governing the commercial blueprint and account framework
• Establish and enforce governance frameworks, including blueprint and account-level governance, planning cadences, and operating rhythms (e.g., QBRs, MBRs)
• Develop and track data-driven segmentation, performance metrics, and dashboards to inform decisions and measure effectiveness
• Oversee financial modeling, forecasting, ROI analysis, and cost-to-serve optimization in partnership with finance
• Align compensation strategy with commercial objectives and performance outcomes
• Drive long-range strategic planning, including scenario modeling and initiative prioritization, and partner cross-functionally to translate strategy into execution
• Provide data-driven insights and recommendations to senior leadership while leading and developing a high-performing commercial strategy team

What We Look For in a Candidate

Minimum:
• Bachelor's degree or equivalent experience
• 10 years of experience in commercial strategy, sales strategy, or related fields
• 5 years of leadership experience in a matrixed organization
• Experience with annual planning, segmentation, territory design, and coverage models
• Strong analytical skills, including financial modeling and forecasting
• Experience driving cross-functional alignment and execution
• Ability to operate at both strategic and operational levels

Preferred:
• Advanced degree (e.g., MBA)
• Experience in telecommunications, technology, or large enterprise environments
• Experience with cost-to-serve modeling and compensation strategy design
• Experience leading large-scale commercial transformation initiatives
• Familiarity with CRM platforms and sales enablement tools
• Experience building and scaling strategy teams

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

$192,364 - $256,486 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. Learn more about Lumen's:BenefitsBonus Structure
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What to Expect Next

Requisition #: 342269