RVP, Account Management

Cornerstone onDemand • Wilmington, DE • 3h ago

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.

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, color, gender, age, sexual orientation, 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

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