Overlay Sales Specialist - Workforce AI

Overview

Overlay Sales Specialist - Workforce AI — Hybrid, Germany. Lead the Workforce AI Overlay business in EMEA, reporting to the Director of Cornerstone Workforce AI. Operate in a POD model for strategic growth with a focus on:

• Strategic new logo acquisition
• Expansion within ICP enterprise customers
• Proactive churn mitigation and executive re-engagement

The Sales Specialist will be part of a high‑performing AI Revenue Engine, managing pipeline discipline, accelerating deal velocity, and ensuring sustainable, repeatable growth across the region. The specialist will be able to:

• Scale our offering through enablement and subject matter expertise
• Shape the offering through feedback and input into the GTM motion
• Sell – leading sales campaigns and pursuit teams delivering a value-led 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 across DACH
• Comfortable operating in matrixed, global organisations

Our Culture

"Spark Greatness. Shatter Boundaries. Share Success."

Total Rewards

At Cornerstone, compensation is based on equitable pay, market-driven research, and skill-based appraisals. The listed salary range is a geographic differential and part of a comprehensive compensation package. The BASE salary range for this position is: 60800 - 97300 EUR. The starting salary depends on education, experience, certifications, location, business needs, and market demands. This range may be adjusted in the future.

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