Senior Account Manager

Owning a Book of Strategic Enterprise Accounts

Own a book of strategic enterprise accounts, carrying a quota split ~85% expansion/cross-sell and 15% net-new development.

Building and Owning C-Level Relationships

Own and cultivate C-level relationships (CHRO, CFO, CIO, etc.) as the primary trusted advisor and executive escalation point.

Hunting for Whitespace

Hunt for whitespace within accounts — new business units, subsidiaries, or use cases not yet leveraging Cornerstone.

Expanding Cornerstone's Footprint

• 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.

Driving Renewals and Protecting Growth

• Drive and defend renewals, protecting and growing ARR.
• Lead discovery workshops and executive business reviews that position Cornerstone against competitors.

Pipeline Management

• 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 and Relationship Building

• Manage regular travel for in-person executive engagement, including QBRs, briefings, and on-site strategy sessions.

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 regularly for executive relationship-building and on-site engagement.

Extra Dose of Awesomeness

• Experience selling into large, matrixed enterprises (healthcare, financial services, retail, or similar).
• Familiarity with AI-driven workforce/talent solutions and the competitive landscape (Workday, SAP SuccessFactors, Docebo, ServiceNow).
• An existing network of C-level relationships in healthcare, life sciences, or another relevant vertical.

Pay and Benefits

The BASE salary range for this position is: 100800 - 161300 USD.