Senior Strategic Accounts Executive — Remote Growth & Exec Relationships

Cornerstone OnDemand; Detroit (MI); Remote; USD 120,000 - 170,000; Full time

Job summary

Cornerstone OnDemand is seeking a Senior Account Manager for Strategic Accounts to own relationships and drive revenue within a book of large enterprise clients. This quota-carrying role blends expansion with net-new logo development and requires building executive relationships with CHRO, CFO, CIO, and other leaders.

You will hunt for whitespace, expand across Cornerstone products, and lead strategic account plans while managing renewals and forecasting a robust pipeline.

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.
• 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 with 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.

Skills

Strategic account management

Enterprise sales

Forecasting

Negotiation

Executive relationship building

Job description

Cornerstone OnDemand is seeking a Senior Account Manager for Strategic Accounts to own relationships and drive revenue within a book of large enterprise clients. This quota-carrying role blends expansion with net-new logo development and requires building executive relationships with CHRO, CFO, CIO, and other leaders.

You will hunt for whitespace, expand across Cornerstone products, and lead strategic account plans while managing renewals and forecasting a robust pipeline.