Strategic Enterprise Account Leader (Remote)

Cornerstone; Chicago (IL); Remote; USD 102,000 - 164,000; Full time

Job summary

Cornerstone is seeking a Senior Account Manager for Strategic Accounts to own relationships and drive revenue growth within Cornerstone's largest enterprise clients. This role blends 85% expansion with 15% net-new development and requires nurturing C-level partnerships as the primary trusted advisor.

You will collaborate with Sales leadership, Customer Excellence, Customer Engagement, and Customer Support, lead executive reviews, and manage a robust pipeline.

Qualifications

• 5+ years in strategic account management or enterprise sales.
• Experience 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 mapping business 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 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 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 positioning Cornerstone against competitors.
• Manage and forecast a pipeline of expansion and net-new opportunities across stages.
• Maintain account intelligence—org charts, sponsor mapping, competitive landscape, renewal timing.
• Travel as needed for in-person executive engagement, including QBRs and on-site strategy sessions.

Skills

Strategic account management

Enterprise sales

C-level relationships

Forecasting

Negotiation

Travel

Job description

Cornerstone is seeking a Senior Account Manager for Strategic Accounts to own relationships and drive revenue growth within Cornerstone's largest enterprise clients. This role blends 85% expansion with 15% net-new development and requires nurturing C-level partnerships as the primary trusted advisor.

You will collaborate with Sales leadership, Customer Excellence, Customer Engagement, and Customer Support, lead executive reviews, and manage a robust pipeline.