Regional Director - Workforce AI

We are seeking a commercially disciplined and strategically minded Regional Director to lead our Workforce AI Overlay business across our international territories, including Europe, Middle East and APJ.

This role will lead a team Senior Overlay Sellers operating in a POD model for most strategic growth motion, Cornerstone Workforce AI, focused on:

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

The Regional Director will be responsible for building a high-performing AI revenue engine, establishing clear Rules of Engagement (ROE), enforcing pipeline discipline, accelerating deal velocity, and ensuring sustainable, repeatable growth across the region.

Key Responsibilities

Commercial Leadership & Forecast Governance

• Own regional overlay forecast accuracy and pipeline health
• Enforce qualification discipline and ICP alignment
• Ensure 3x+ pipeline coverage across each overlay territory
• Run weekly regional deal strategy reviews
• Eliminate "shadow pipeline" and opportunistic distractions

Strategic Account Activation

• Oversee defined account segmentation 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

Rules of Engagement (ROE) Governance

• Establish and maintain clear boundaries between:

• Overlay sellers
• Field AEs
• Customer Success

Prevent resource dilution outside named accounts

Resolve territory and ownership conflicts quickly and decisively

Align compensation incentives with strategic priorities

POD Enablement & Capability Building

• Standardise the Workforce AI positioning narrative
• Drive regional enablement cadence (quarterly skill elevation)
• Build structured playbooks for:
• Expansion motions
• Lighthouse new logo pursuits
• Pilot-to-enterprise conversion
• Ensure overlays focus on executive selling and strategic orchestration - not tactical solution support

BDR Strategy & Demand Generation Alignment

• Identify and justify dedicated BDR allocation for priority accounts
• Define target account outreach strategy and messaging
• Monitor meeting quality, executive penetration, and conversion metrics

Executive & Cross-Functional Alignment

• Act as regional liaison to:
• 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

• 8-12+ years enterprise SaaS sales experience
• 3-5+ years leading senior individual contributors
• 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
• Comfortable enforcing structure and accountability
• Strong executive presence
• Operates with data-driven decision making

Leadership Traits

• High standards without micromanagement
• Ability to navigate political field dynamics
• Calm under pressure and ambiguity
• Strategic thinker with operational follow-through

Regional Fluency

• Experience managing across EMEA and/or APJ
• Sensitivity to cultural and commercial differences across markets
• Comfortable operating in matrixed, global organisations

Client-provided location(s): Larkhall, United Kingdom

Job ID: CornerstoneOnDemand-req11051

Employment Type: OTHER

Posted: 2026-03-21T19:53:48