Senior Account Manager

Cornerstone OnDemand; Wichita (KS); Remote; USD 120,000 - 180,000; Full time

Job summary

Cornerstone OnDemand seeks a Senior Account Manager for Strategic Accounts to own key enterprise relationships and drive revenue growth. This quota-carrying role emphasizes 85% expansion within existing clients and 15% net-new logo acquisition, pairing stewardship with proactive hunting.

The ideal candidate will partner across Sales and Customer teams, manage executive relationships, and lead strategic account plans. Travel for executive engagements is required.

Qualifications

• 5+ years in strategic account management or enterprise sales.
• Demonstrated success building and owning C-level relationships.
• Proven success hunting new opportunities within existing client base.
• Ability to build and execute account plans for complex, matrixed orgs.
• Consultative approach—mapping 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 engagement.

Responsibilities

• Own a book of strategic enterprise accounts with ~85% expansion and 15% net-new quota.
• Develop and cultivate C-level relationships as trusted advisor.
• Hunt for whitespace within accounts for new opportunities.
• Expand Cornerstone's footprint across products (learning, performance, talent acquisition, AI-driven solutions).
• Create and execute strategic account plans covering org structure, stakeholders, budget cycles, and competition.
• Drive renewals and grow ARR across accounts.
• Lead discovery workshops and executive business reviews.
• Forecast and manage a pipeline of expansion and net-new opportunities.
• Maintain account intel to inform strategy and forecasting.
• Travel as needed for on-site executive engagements.

Skills

Strategic accounts

Enterprise sales

C-level relationships

Forecasting

Negotiation

Pipeline mgmt

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.

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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, color, gender, age, sexual orientation, 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]