Ross Atkinson
SVP, Sales, Partners, and Customers @Cornerstone
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WORK HISTORY
SVP, Sales, Partners, and Customers @Cornerstone
Alexandria, VA, US
A B2B SaaS firm with 85 employees delivering data & analytics solutions for travel, spend, and payment automation platforms to global enterprise client through a partner led revenue model.• Lead global revenue strategy across partner and direct channels, aligning go-to-market structure, product focus, and enterprise targeting to drive adoption across financial services, travel, and multinational clients.• Own enterprise portfolio across 155+ partners and customers, defining coverage model, partner tiers, and account strategy to improve penetration, retention, and expansion.• Built partner-led GTM model across resellers and strategic alliances, establishing co-sell motion, enablement, and pipeline generation to scale indirect revenue.• Guide enterprise deal strategy across top accounts, leading executive alignment on pricing, renewals, and commercial terms to protect margin and long-term growth.• Lead renewal and retention strategy across key accounts, managing risk, negotiations, and planning to protect recurring revenue and reduce churn.• Drive pipeline discipline and forecasting rigor, enforcing qualification standards and stage governance to improve visibility and execution.• Partner with CEO to align product, roadmap, and delivery with commercial priorities across global enterprise clients.Key AccomplishmentsFederal Program Win via Strategic Partnership: Contributed to IBM-led pursuit securing a long-term U.S. government T&E program, embedding platform within large-scale infrastructure. Multi-Million Enterprise Wins: Closed and renewed American Express, GBT, Navan,and Expedia while improving renewal economics and long-term positioning. Revenue Growth and Retention Stability: Grew revenue by $3M while stabilizing recurring revenue and improving retention across key accounts. Enterprise Risk Mitigation: Reduced revenue concentration risk by strengthening executive coverage across top clients representing a significant portion of total revenue.
EDUCATION
University of Wisconsin-Milwaukee
Bachelor of Business Administration - BBA, Dual Marketing and Real Estate & Urban Development
SKILLS
ABOUT ROSS ATKINSON
Chief Revenue Officer with 20+ years leading global commercialization of SaaS and fintech platforms across enterprise and multinational environments. Drives revenue growth through scalable go-to-market strategy, partner-led distribution, and alignment across sales, product, and customer functions.Proven track record building and scaling revenue engines, expanding market reach, and driving enterprise adoption through indirect and direct channels. Trusted by executive teams to translate complex ecosystems into predictable growth, improve deal strategy, and deliver sustained revenue performance across global markets.Expertise: Revenue Growth ARR Growth SaaS Commercialization Go-to-Market Strategy Revenue Operations (RevOps) Enterprise Sales Partner-Led Growth Channel Partnerships Strategic Alliances Indirect Revenue Models Global Expansion Pipeline Management Forecasting Accuracy Customer Acquisition Customer Retention Net Revenue Retention (NRR) Pricing Strategy Deal Strategy Enterprise SaaS Platforms Fintech SaaS Digital Transformation Ecosystem DevelopmentCommercial StrategySelect Accomplishments Scaled Partner-Led SaaS Revenue Engine: Directed $21M enterprise portfolio across 155+ partners and customers, establishing partner tiers, coverage model, and GTM structure to expand adoption and improve retention and expansion outcomes. Secured $990M Federal Program Through Strategic Partnership: Contributed to IBM-led pursuit securing 15-year U.S. government T&E program representing $990M in managed spend, embedding platform within complex federal infrastructure. Closed and Expanded Multi-Million Enterprise Accounts: Secured $4M American Express renewal plus $500K platform expansion, while closing and renewing Navan at $3M and Expedia at $2.5M with improved commercial terms and long-term positioning. Scaled ARR Through Ecosystem-Led Commercialization: Grew recurring revenue from $100K to $2.2M by building a 100% partner-sourced revenue model within the SAP Concur ecosystem and activating enterprise distribution channels. Influenced $2.3B in Enterprise Revenue Growth: Shaped solution strategy and executive engagement across complex global pursuits at BCD Travel, contributing to $2.3B in net new enterprise sales and improving win rates and client retention. ERP NetSuite Workday SAP Oracle Microsoft P2P Accounts Payments Coupa SAP Concur Vender Management Spend Analytics r••••••••@gmail.com
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