Senior Director of Finance - Consumption Business Partner

Lumen Technologies is a trusted network provider for the AI-powered world, connecting people, data, and applications. The Senior Director of Finance – Consumption Business Partner will serve as the primary finance partner to the Chief Revenue Officer, focusing on driving growth and profitability through strategic financial insights and analysis.

Responsibilities:

• Serve as the primary finance partner to the CRO and CRO leadership team for consumption-based revenue, and act as the finance voice in major commercial decisions
• Translate enterprise consumption forecasts and usage economics into commercial insights, forecast narratives, and action plans across segments, customers, pipeline, and go-to-market motions
• Provide finance support on pricing guardrails and deal structures without owning enterprise models, product assumptions, or cost foundations
• Translate enterprise consumption forecasts into CRO forecast narratives and rolling outlooks spanning committed ARR, consumption run rates, draw-down schedules, and overage projections
• Lead monthly business reviews (MBRs) with CRO leadership, providing insight into consumption trends, forecast risks, and plan variances
• Apply committed-to-consumed revenue bridges to quantify gaps between contractual commitments and expected revenue consumption, and explain key drivers
• Analyze the pipeline-to-commitment-to-consumption conversion path, identifying where bookings are strong but consumption is lagging
• Partner with Revenue Operations to ensure CRM, usage, and financial data align and support a consistent commercial narrative
• Own customer- and segment-level revenue risk and opportunity analysis, translating usage-health signals into quantified financial impacts
• Maintain portfolio health KPIs, including consumption rates, draw-down velocity, overage revenue, usage NRR, consumption churn, and usage-based LTV
• Identify early warning signs of consumption risk and quantify revenue impact before churn events occur
• Deliver cohort-level analysis on consumption growth, usage contraction, and overage-driven expansion while differentiating structural and seasonal trends
• Partner with Customer Success on usage-health scoring and post-sale consumption strategies
• Serve as the CRO's finance partner on consumption-based deal structures, including committed-spend floors, overage rates, discount tiers, and draw-down terms
• Model the economics of large deals to assess whether commitments align with expected usage
• Support pricing-model evaluations, including pure consumption, hybrid, and tiered usage models, along with ASC 606 revenue-recognition considerations
• Maintain discount guardrails and approval thresholds in partnership with Sales Operations and Legal
• Provide financial insights on GTM efficiency, including CAC payback, usage-driven expansion, seller productivity, and demand-generation ROI
• Collaborate with Revenue Finance, Product Finance, Data Finance, and COGS teams to maintain a single, integrated financial perspective
• Partner with the CRO and HR to design compensation plans and SPIFs that align seller behavior with consumed revenue
• Contribute revenue organization insights to executive, senior leadership, and Board materials through enterprise FP&A processes
• Serve as a trusted advisor, influencing commercial decisions through data-driven analysis and storytelling
• Drive continuous improvement of consumption-finance processes, tools, and analytical capabilities

Requirements:

• Bachelor's degree in Finance, Accounting, Economics, or a related field
• 12+ years of progressive experience in financial planning and analysis, business finance, or commercial finance, including senior-level business partnering
• Direct experience with consumption-, usage-based, or hybrid pricing models, and building or leveraging usage-based revenue forecast models
• Prior experience supporting a revenue, sales, or commercial organization (e.g., CRO), including exposure to deal-desk or commercial-finance structures
• Strong analytical and financial modeling skills, including dynamic, scenario-based forecasting
• Excellent communication and executive presence, with the confidence to challenge senior stakeholders with data-driven insights and translate financial concepts for non-finance audiences
• Strong data fluency and experience working with large usage datasets
• Solid understanding of ASC 606 revenue recognition, including variable consideration, usage-based contracts, and pre-purchase arrangements
• Proficiency with financial systems and tools such as Excel, Power BI, and CRM platforms (e.g., Salesforce)
• Ability to operate effectively in a fast-paced, matrixed environment with strong adaptability, collaboration, and results orientation
• Experience in cloud infrastructure, data platforms, API-first, or other consumption-based businesses
• SQL skills and familiarity with usage-data platforms and data warehouses, including Snowflake, Databricks, and BigQuery
• Experience with complex contract structures, including committed spend, overages, and draw-down mechanics
• Familiarity with consumption-based sales compensation and quota-attainment models