Strategic Enterprise Account Lead — Remote, C‑Suite Growth

Cornerstone OnDemand; Billings (MT); Remote; USD 110,000 - 170,000; Full time

Job summary

Cornerstone OnDemand is seeking a Senior Account Manager for Strategic Accounts to own the overall relationship and drive revenue growth within a book of enterprise clients. This quota-carrying role blends expansion with new logo acquisition, requiring executive relationship ownership and proactive opportunity hunting.

You will partner with Sales leadership and Customer Excellence to serve as the client's primary strategic, commercial, and executive owner, while traveling as needed for in-person

Qualifications

• 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.

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

Enterprise sales

C-level relationships

Forecasting

Negotiation

New business hunting

Job description

Cornerstone OnDemand is seeking a Senior Account Manager for Strategic Accounts to own the overall relationship and drive revenue growth within a book of enterprise clients. This quota-carrying role blends expansion with new logo acquisition, requiring executive relationship ownership and proactive opportunity hunting.

You will partner with Sales leadership and Customer Excellence to serve as the client's primary strategic, commercial, and executive owner, while traveling as needed for in-person