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Overlay Sales Specialist - Workforce AI

Cornerstone OnDemand

4.6

(93)

Multiple Locations (Remote)

Why you should apply for a job to Cornerstone OnDemand:

  • Ranked as one of the Best Tech Companies for Women in 2023
  • 4.6/5 in overall job satisfaction
  • 4.7/5 in supportive management
  • 90% say women are treated fairly and equally to men
  • 97% would recommend this company to other women
  • 100% say the CEO supports gender diversity
    • Ratings are based on anonymous reviews by Fairygodboss members.
  • We offer Wellbeing Days (paid days off during the months of July, August, and September) so our people can focus on their wellness.
  • The Cornerstone Family First Initiative is a one-time initiative covering reimbursement for some out-of-pocket fertility expenses.
  • Through Maven, we provide 100% free coaching and personalized support for those navigating mid-life and menopause.

    • #req11154

    Position summary

    g sales campaigns and pursuit teams delivering a value lead sales approach

    Key Responsibilities

    Commercial Leadership & Forecast Governance

    • Own personal forecast accuracy and pipeline health

    • Enforce qualification discipline and ICP alignment

    • Ensure 3x+ pipeline coverage across personal territory

    • Participate in weekly regional deal strategy reviews

    • Eliminate "shadow pipeline" and opportunistic distractions

    Strategic Account Activation

    • Oversee defined account segmentation in the defined territory across:

    • Churn risk accounts

    • ICP new logos (full overlay authority)

    • ICP expansion accounts (shared authority)

    • Ensure proactive executive engagement in priority accounts

    • Drive multi-threading and buying centre expansion

    POD Enablement & Capability Building

    • Standardise the Workforce AI positioning narrative

    • deliver structured playbooks for:

    • Expansion motions

    • Lighthouse new logo pursuits

    • Pilot-to-enterprise conversion

    Executive & Cross-Functional Alignment

    • Act as local liaison to:

    • Sales director for Cornerstone WFAI

    • Global GTM leadership

    • Product leadership

    • Marketing

    • Provide structured feedback on product-market fit signals

    • Escalate systemic blockers impacting deal velocity

    Success Metrics

    The Regional Manager will be measured on:

    • Regional overlay ARR performance

    • Pipeline coverage (3x+ minimum)

    • Attach rate in ICP expansion accounts

    • Net Revenue Retention uplift in churn-risk accounts

    • New logo lighthouse wins

    • Pilot-to-enterprise conversion rate

    • Forecast accuracy

    Ideal Profile

    Experience

    • 5-10+ years enterprise SaaS sales experience - ideally with

    • experience selling AI powered or native solutions

    • Experience in selling data driven outcomes

    • Experience operating in overlay or specialist sales models

    • Proven ability to sell complex, multi-product enterprise solutions

    • Exposure to HR technology, AI platforms, or workforce transformation preferred

    Commercial Mindset

    • Disciplined about qualification and focus

    • Strong executive presence

    • Operates with data-driven decision making

    Regional Fluency

    • Experience managing working across DACH / France
    • Comfortable operating in matrixed, global organisations

    Why you should apply for a job to Cornerstone OnDemand:

  • Ranked as one of the Best Tech Companies for Women in 2023
  • 4.6/5 in overall job satisfaction
  • 4.7/5 in supportive management
  • 90% say women are treated fairly and equally to men
  • 97% would recommend this company to other women
  • 100% say the CEO supports gender diversity
    • Ratings are based on anonymous reviews by Fairygodboss members.
  • We offer Wellbeing Days (paid days off during the months of July, August, and September) so our people can focus on their wellness.
  • The Cornerstone Family First Initiative is a one-time initiative covering reimbursement for some out-of-pocket fertility expenses.
  • Through Maven, we provide 100% free coaching and personalized support for those navigating mid-life and menopause.