Overlay Sales Specialist - Workforce AI

We are seeking a commercially disciplined and strategically minded Sales specialist to lead our Workforce AI Overlay business in EMEA.

This role will support the wider sales organization on target accounts and report to the director of the Cornerstone Workforce AI, operating in a POD model for most strategic growth motion focused 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 need to be able to:

• Scaling our offering through enablement and subject matter expertise
• Shaping the offering through feedback and input into the GTM motion
• Selling - leading 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