RVP, Account Management

tegy, 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.