Senior Account Manager

Cornerstone; Chicago (IL); A distancia; USD 102.000 - 164.000; Jornada completa

Descripción de la vacante

Cornerstone is seeking a Senior Account Manager for Strategic Accounts to own relationships and drive revenue growth within Cornerstone's largest enterprise clients. This role blends 85% expansion with 15% net-new development and requires nurturing C-level partnerships as the primary trusted advisor.

You will collaborate with Sales leadership, Customer Excellence, Customer Engagement, and Customer Support, lead executive reviews, and manage a robust pipeline.

Formación

• 5+ years in strategic account management or enterprise sales.
• Experience building and owning C-level relationships.
• Proven success hunting new opportunities within an existing client base.
• Ability to build and execute account plans for complex, matrixed organizations.
• Consultative approach mapping business needs to multi-product solutions.
• Strong forecasting discipline in a metrics-driven environment.
• Excellent discovery, negotiation, and closing skills.
• Willingness to travel as needed for executive relationship-building and on-site engagement.

Responsabilidades

• Own a book of strategic enterprise accounts, carrying a quota split ~85% expansion/cross-sell and 15% net-new development.
• Own and cultivate C-level relationships as the primary trusted advisor and escalation point.
• Hunt for whitespace within accounts—new business units, subsidiaries, or use cases not yet leveraging Cornerstone.
• Expand Cornerstone's footprint across products (learning, performance, talent acquisition, AI-driven workforce solutions).
• Build and execute strategic account plans mapping org structure, executive stakeholders, budget cycles, and competitive exposure.
• Drive and defend renewals, protecting and growing ARR.
• Lead discovery workshops and executive business reviews positioning Cornerstone against competitors.
• Manage and forecast a pipeline of expansion and net-new opportunities across stages.
• Maintain account intelligence—org charts, sponsor mapping, competitive landscape, renewal timing.
• Travel as needed for in-person executive engagement, including QBRs and on-site strategy sessions.

Conocimientos

Strategic account management

Enterprise sales

C-level relationships

Forecasting

Negotiation

Travel

Descripción del empleo

This role is Remote, United States

The Cornerstone Senior Account Manager, Strategic Accounts owns the overall relationship and revenue growth within a book of Cornerstone's largest, most complex enterprise clients. This is a quota-carrying role with a blended mandate: 85% expansion within the existing client base and 15% net-new logo acquisition. The Account Manager pairs deep account stewardship with an active hunting mindset — proactively identifying and closing new opportunities within their accounts, not just managing renewals.

The successful candidate will partner closely with Sales leadership, Customer Excellence, Customer Engagement, and Customer Support, while serving as the client's primary strategic, commercial, and executive relationship owner.

In this role you will…

• Own a book of strategic enterprise accounts, carrying a quota split ~85% expansion/cross-sell and 15% net-new development.
• Own and cultivate C-level relationships (CHRO, CFO, CIO, etc.) as the primary trusted advisor and executive escalation point.
• Hunt for whitespace within accounts — new business units, subsidiaries, or use cases not yet leveraging Cornerstone.
• Expand Cornerstone's footprint across products (learning, performance, talent acquisition, AI-driven workforce solutions).
• Build and execute strategic account plans mapping org structure, executive stakeholders, budget cycles, and competitive exposure.
• Drive and defend renewals, protecting and growing ARR.
• Lead discovery workshops and executive business reviews that position Cornerstone against competitors.
• Manage and forecast a pipeline of expansion and net-new opportunities across Commit, Probable, and Upside stages.
• Maintain account intelligence — org charts, sponsor mapping, competitive landscape, renewal timing — to inform strategy and forecasting.
• Travel as needed for in-person executive engagement, including QBRs, briefings, and on-site strategy sessions.

You’ve got what it takes if you have…

• 5+ years in strategic account management or enterprise sales, with a quota track record spanning both expansion and new business.
• Demonstrated success building and owning C-level relationships, not just practitioner-level ones.
• Proven success hunting new opportunities within an existing client base.
• Ability to build and execute account plans for complex, matrixed organizations.
• A consultative approach — diagnosing business needs and mapping them to multi-product solutions.
• Strong forecasting discipline in a metrics-driven environment.
• Excellent discovery, negotiation, and closing skills.
• Willingness to travel as needed for executive relationship-building and on-site engagement.

Extra Dose of Awesomeness if you have…

• Experience selling into large, matrixed enterprises (healthcare, financial services, retail, or similar).
• Familiarity with AI-driven workforce/talent solutions and the competitive landscape (Workday, SAP SuccessFactors, Docebo, ServiceNow).
• An existing network of C-level relationships in Fortune 500, healthcare, financial services, or another relevant vertical.

#LI-remote

#LI-remote

Our Culture:

Spark Greatness. Shatter Boundaries. Share Success. Are you ready? Because here, right now – is where the future of work is happening. Where curious disruptors and change innovators like you are helping communities and customers enable everyone – anywhere – to learn, grow and advance. To be better tomorrow than they are today.

Who We Are:

At Cornerstone, we believe in AI that works in the service of people, amplifying their judgment to drive high-performing, future-ready organizations forward. Cornerstone Workforce AI™, the intelligence platform for workforce readiness, brings together workforce and labor market data into a proprietary Cornerstone People Graph™, translating signals into intelligence, targeting learning where it matters, developing critical skills, and surfacing hidden talent. Delivered as an open, enterprise platform across whatever application your people work in every day, Cornerstone Workforce AI is built for scale, security, and trust, with certified AI guardrails. As an industry leader, Cornerstone is helping approximately 7,000 organizations, 140M+ users, across 186 countries build continuous workforce readiness.

Total Rewards:

At Cornerstone, we are dedicated to inspiring excellence and pushing boundaries in everything we do. Our compensation strategy is based on three fundamental principles: equitable pay, market-driven research, and skill-based appraisals. As part of our mission to share success and empower individuals to thrive in an ever-changing world, the listed salary range is just one element of Cornerstone’s comprehensive compensation package. This compensation package may also include annual bonuses, short- and program-specific awards depending on the role, and a comprehensive benefit offering. The disclosed salary range reflects the geographic differential based on the location of the position if applicable. The starting salary for the successful applicant will depend on several job-related factors, including education, training, experience, certifications, location, business needs, and market demands. This range is based on a full-time position and may be adjusted in the future. Join us in shaping the future of work — tomorrow, together. Experience flexibility and empowerment in your career at Cornerstone. The BASE salary range for this position is: 102300 - 163700 USD.

Equal Employment Opportunity

Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, religion, color, gender, sex, age, sexual orientation, gender identity, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at [e-mail] or [phone].