This is a pure net-new business role: the mandate is to bring in new logos within an assigned territory or vertical. Success is measured on new bookings - pipeline generated, opportunities created, and deals closed with organizations that are not currently Cornerstone customers.
The sales motion is twofold firstly, it draws on a consultative, technically embedded selling style and works shoulder-to-shoulder with counterparts to scope, prototype, and de-risk the solution during the sales cycle itself, and secondly, a more traditional SaaS sales motion. The goal is to walk into a signed deal with a working proof-of-concept and a shared understanding of scope.
In this role you will...Consultative Discovery & Technical Partnership
- Gain a deep understanding of a prospect's actual workflows and data before proposing a outcome orientated solution
- Partner with a technical counterpart early in the cycle to prototype or configure a working proof-of-concept against the prospect's real use case
- Treat the sales cycle as a joint scoping exercise with the prospect's own stakeholders: co-develop the solution design with their HR/IT team so that what gets sold is what actually gets built
- Feed field learnings back to Product and Solutions Engineering to highlight patterns across prospects about what's missing, what's confusing, or what unlocks a deal
- Bring a "builder" mindset to the sales process
- Own the handoff so that what Solutions Engineering/Implementation inherits is a well-scoped, de-risked project
New Business Development & Prospecting
- Identify, prospect, and qualify new enterprise-level opportunities within an assigned territory or vertical
- Build and manage a pipeline of net-new logos from self-sourced outbound efforts and marketing-generated leads
- Research target accounts to understand their current landscape and likely pain points
- Evangelize new use cases and approaches for skills intelligence within large target organizations that aren't yet Cornerstone customers
Full-Cycle Sales Execution
- Own the complete sales cycle end-to-end: prospecting, discovery, solution positioning, demo, proposal, negotiation, and close
- Translate product functionality into concrete business value for HR and business stakeholders who are evaluating Cornerstone for the first time
- Take a consultative approach to diagnosing a prospect's talent strategy and proposing a tailored solution, not just selling against a feature list
- Consistently meet or exceed new-business quota and revenue targets
Deal Support & Technical Handoff
- Partner with Solutions Consulting / embedded technical resources from first discovery call through close
- Ensure the proof-of-concept or prototype built during the sales cycle carries forward directly into implementation, minimizing rework and re-scoping post-signature
- Collaborate with legal and deal desk to structure and finalize new-customer agreements
- Stay engaged through early implementation kickoff to confirm what was scoped in the sales cycle matches what gets delivered
You've got what it takes if you have...- Strong enterprise sales and complex deal leadership experience. Strong outbound prospecting, discovery, and closing skills; comfort building pipeline largely from scratch
- Experience selling to and presenting in front of VP- and C-level executives at organizations with no prior relationship to the company
- A "figure it out together" mindset
- Comfortable operating in a consultative, technically-embedded sales motion - able to sit in on solution scoping and configuration sessions alongside a technical partner and speak credibly about how the product would actually be built and deployed, not just what it does
- Willingness to travel (typically 25-30%, primarily for prospect meetings, discovery workshops, and closing activity)
- Ability to connect AI capabilities with business priorities and measurable value.
- Credibility with senior customer stakeholders.
- Strong knowledge of Cornerstone's platform, skills strategy and AI portfolio.
- Ability to lead virtual teams without direct authority.
- Comfortable working across sales, product, services and customer success.
