Senior Account Manager

EdCast; Mountain View (CA); On-site; USD 130,000 - 190,000; Full time

Job summary

Cornerstone is seeking a Senior Account Manager for strategic enterprise clients. This role focuses on growing revenue within a book of large accounts, balancing 85% expansion with 15% net-new opportunities, while maintaining strong executive relationships at the C-level.

You will hunt for whitespace inside accounts, expand Cornerstone’s footprint across multiple products, and lead strategic account plans and executive business reviews. Travel for in-person engagements will be required.

Qualifications

• 5+ years in strategic account management or enterprise sales.
• Proven success building and owning C-level relationships.
• Experience hunting new opportunities within existing clients.
• Ability to build account plans for complex, matrixed organizations.
• Strong forecasting and closing skills.

Responsibilities

• Own a book of strategic enterprise accounts with 85% expansion and 15% net-new.
• Cultivate C-level relationships as trusted advisor.
• Hunt for whitespace and expand footprint across products.
• Lead executive business reviews and QBRs.
• Manage and forecast a pipeline across Commit, Probable, and Upside stages.
• Travel for in-person executive engagement.
• Protect and grow ARR through renewals.

Skills

Strategic account mgmt

Enterprise sales

C-level relationships

Forecasting discipline

Negotiation skills

Consultative selling

Travel willingness

Job description

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