Senior Account Manager
About The Position
The Senior Account Manager, Strategic Accounts owns the overall relationship and revenue growth for a book of Cornerstone’s largest and most complex enterprise clients. This quota-carrying role is focused approximately 85% on expansion within existing clients and 15% on net-new logo acquisition. The role combines strategic account stewardship with proactive opportunity hunting, including identifying and closing new business within existing accounts. The Senior Account Manager partners closely with Sales leadership, Customer Excellence, Customer Engagement, and Customer Support, and serves as the client’s primary strategic, commercial, and executive relationship owner. The position is remote in the United States, with travel as needed for in-person executive engagement, including QBRs, briefings, and on-site strategy sessions.
Requirements
- At least 5 years of experience in strategic account management or enterprise sales, with a quota track record spanning expansion and new business.
- Demonstrated success building and owning C-level relationships.
- Proven success identifying and pursuing new opportunities within an existing client base.
- Ability to build and execute account plans for complex, matrixed organizations.
- Consultative approach to 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.
Nice To Haves
- Experience selling into large, matrixed enterprises, such as healthcare, financial services, or retail.
- Familiarity with AI-driven workforce or talent solutions and the competitive landscape, including Workday, SAP SuccessFactors, Docebo, and ServiceNow.
- An existing network of C-level relationships in Fortune 500 companies, healthcare, financial services, or another relevant vertical.
Responsibilities
- Own a book of strategic enterprise accounts, carrying a quota split of approximately 85% expansion and cross-sell and 15% net-new development.
- Cultivate C-level relationships and serve as the primary trusted advisor and executive escalation point.
- Identify whitespace and new opportunities within accounts, including business units, subsidiaries, and use cases not yet using Cornerstone.
- Expand Cornerstone’s footprint across learning, performance, talent acquisition, and AI-driven workforce solutions.
- Build and execute strategic account plans covering organizational structure, executive stakeholders, budget cycles, and competitive exposure.
- Drive and defend renewals while protecting and growing annual recurring revenue (ARR).
- Lead discovery workshops and executive business reviews that position Cornerstone against competitors.
- Manage and forecast expansion and net-new opportunity pipelines across Commit, Probable, and Upside stages.
- Maintain account intelligence, including organizational charts, sponsor mapping, competitive landscape, and renewal timing, to inform strategy and forecasting.
- Travel as needed for in-person executive engagement, including QBRs, briefings, and on-site strategy sessions.
Benefits
- Comprehensive benefit offering
- Annual bonuses and short- and program-specific awards may be included depending on the role
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
