Senior Enterprise Account Lead - C-Level Growth (Remote)

Cornerstone OnDemand; Phoenix (AZ); Remote; USD 120,000 - 160,000; Full time

Job summary

Cornerstone OnDemand is seeking a Senior Account Manager for strategic enterprise clients. This quota-carrying role blends expansion with new logo development, requiring a proven ability to grow ARR and lead executive conversations.

You will own a book of large, matrixed accounts, cultivate C-level relationships, and drive cross-sell across Cornerstone's product suite while partnering with Sales, Customer Excellence, and Support teams.

Qualifications

• 5+ years in strategic account management or enterprise sales.
• Demonstrated success 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.
• 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.

Responsibilities

• 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 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.

Skills

Strategic account management

C-level relationships

Forecasting discipline

Negotiation & closing

Travel readiness

Job description

Cornerstone OnDemand is seeking a Senior Account Manager for strategic enterprise clients. This quota-carrying role blends expansion with new logo development, requiring a proven ability to grow ARR and lead executive conversations.

You will own a book of large, matrixed accounts, cultivate C-level relationships, and drive cross-sell across Cornerstone's product suite while partnering with Sales, Customer Excellence, and Support teams.