Cornerstone OnDemand
RVP, Account Management
SaaS
Edtech.com's Summary
Cornerstone is hiring a Regional Vice President (RVP), Account Management. The role involves leading the Account Management strategy for a regional portfolio of Mid-Market and Enterprise clients, driving customer retention, renewals, and incremental revenue growth while managing and developing a high-performing team. The RVP partners with senior leaders across multiple departments to ensure customers achieve maximum value from Cornerstone's solutions and maintain long-term strategic partnerships.
Highlights
- Own and execute regional Account Management strategy, including vision, operating model, and performance standards.
- Drive revenue growth through managing renewals, bookings, and incremental revenue targets.
- Lead and develop a team of Account Management managers and senior Account Managers across North America.
- Serve as senior executive sponsor for strategic, high-value, and at-risk accounts, managing C-level relationships and complex negotiations.
- Partner cross-functionally with Sales, Customer Success, Product, Marketing, and Operations to enhance customer experience.
- Ensure operational excellence through forecast reviews, pipeline management, and performance tracking.
- Requires 8+ years in Account Management or Enterprise Software Sales and 5+ years managing multi-level sales teams.
- Experience with value-based selling, consultative selling, and enterprise account planning in a subscription/SaaS environment.
- Bachelor's degree in Business or related field preferred.
- Base salary range: $154,600 - $247,400 USD, with additional bonuses and comprehensive benefits.
RVP, Account Management Full Description
RVP, Account Management
This role is Remote, United States
The Regional Vice President (RVP), Account Management is a senior sales leader responsible for developing and executing the Account Management strategy across a large regional portfolio of Mid‑Market and Enterprise clients. You will lead, inspire, and scale a high‑performing team of Account Management leaders and Account Managers focused on customer retention, renewals, and incremental revenue growth.
This role requires a seasoned executive who brings strong commercial acumen, operational rigor, and a passion for developing talent. You will partner closely with senior leadership across Sales, Customer Success, Product, and Professional Services to ensure customers realize the full value of Cornerstone’s solutions and remain long‑term strategic partners.
In This Role, You Will…
Strategic Leadership & Execution
- Own the regional Account Management strategy, defining the vision, operating model, priorities, and performance standards for the team.
- Translate corporate objectives into regional execution plans that drive revenue growth, account retention, and customer value.
- Serve as part of the senior Account Management leadership team, contributing to national planning around account assignments, segmentation, resourcing, and revenue strategy.
Revenue, Retention, & Growth Accountability
- Deliver quarterly and annual bookings, renewal, and incremental growth targets for the region.
- Oversee disciplined pipeline management, forecast accuracy, and adherence to best‑practice sales methodologies.
- Ensure consistent use of sales‑readiness frameworks, account plans, and value‑based selling motions that strengthen renewal and expansion outcomes.
Team Leadership & Talent Development
- Lead a team of Account Management managers and senior Account Managers across North America.
- Build a performance‑driven culture rooted in accountability, coaching, development, and continuous improvement.
- Identify strengths and development areas, and ensure structured coaching, skill training, and people‑leader development across the region.
Customer Engagement & Executive Relationship Management
- Serve as the senior executive sponsor for strategic, high‑value, and at-risk accounts.
- Guide teams on complex negotiations, customer escalations, and competitive renewals.
- Conduct C‑level executive briefings and create high‑impact account strategies that ensure adoption, satisfaction, and long‑term partnership.
Cross‑Functional Leadership
- Partner with Customer Success, Implementation, Product, Marketing, and Operations to deliver cohesive customer experiences and maximize the value of Cornerstone’s solutions.
- Advocate for customer needs in strategic internal forums, ensuring feedback drives product, service, and process enhancements.
- Support the creation and analysis of customer satisfaction surveys, NPS insights, and retention metrics.
Operational Excellence
- Ensure predictable execution through a strong rhythm of business, including forecast reviews, pipeline health checks, and performance tracking.
- Drive adoption of cost‑justified business proposals, value articulation frameworks, and scalable sales methodologies.
- Ensure the region operates with integrity, alignment to Cornerstone values, and world‑class professionalism.
You’ve Got What It Takes If You Have…
- 8+ years of progressive experience in Account Management or Enterprise Software Sales.
- 5+ years of leadership experience managing managers and multi-level sales teams.
- A proven track record of achieving renewal, retention, and incremental revenue goals in a subscription/SaaS environment.
- Demonstrated ability to scale teams, develop leaders, recruit talent, and build a culture of high performance.
- Expertise in value‑based selling, consultative selling, and enterprise account planning.
- Experience navigating complex organizations, influencing cross‑functional stakeholders, and shaping customer‑centric strategies.
- A strong executive presence with the ability to lead C‑level conversations and negotiations.
- High energy, high integrity, and a leadership style rooted in listening, coaching, and empowering teams.
- Bachelor's degree in Business or related field preferred.
Extra Dose of Awesomeness If You Have…
- Experience with Cornerstone’s product ecosystem (Cornerstone, Saba Cloud, SumTotal, EdCast, TalentLink, TalentSpace).
- Deep understanding of learning, performance, and talent management technology.
- Experience leading large renewal or expansion negotiations within enterprise application software.
Our Culture:
Spark Greatness. Shatter Boundaries. Share Success. Are you ready? Because here, right now – is where the future of work is happening. Where curious disruptors and change innovators like you are helping communities and customers enable everyone – anywhere – to learn, grow and advance. To be better tomorrow than they are today.
Who We Are:
Cornerstone powers the potential of organizations and their people to thrive in a changing world. Cornerstone Galaxy, the complete AI-powered workforce agility platform, meets organizations where they are. With Galaxy, organizations can identify skills gaps and development opportunities, retain and engage top talent, and provide multimodal learning experiences to meet the diverse needs of the modern workforce. More than 7,000 organizations and 100 million+ users in 180+ countries and in nearly 50 languages use Cornerstone Galaxy to build high-performing, future-ready organizations and people today.
Total Rewards:
At Cornerstone, we are dedicated to inspiring excellence and pushing boundaries in everything we do. Our compensation strategy is based on three fundamental principles: equitable pay, market-driven research, and skill-based appraisals. As part of our mission to share success and empower individuals to thrive in an ever-changing world, the listed salary range is just one element of Cornerstone’s comprehensive compensation package. This compensation package may also include annual bonuses, short- and program-specific awards depending on the role, and a comprehensive benefit offering. The disclosed salary range reflects the geographic differential based on the location of the position if applicable. The starting salary for the successful applicant will depend on several job-related factors, including education, training, experience, certifications, location, business needs, and market demands. This range is based on a full-time position and may be adjusted in the future. Join us in shaping the future of work — tomorrow, together. Experience flexibility and empowerment in your career at Cornerstone. The BASE salary range for this position is: 154600 - 247400 USD.
Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, religion, color, gender, sex, age, sexual orientation, gender identity, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com or +1 855 454 8433.
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