We are seeking a commercially disciplined and strategically minded Sales specialist to lead our AI & Agentic business in the DACH Region.

This role will support the wider sales organization on target accounts and report to the director of the Cornerstone AI & Agentic business, 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

Strategic Account Activation

• Oversee defined account segmentation in the defined territory across:
• Churn risk accounts
• ICP new logos
• ICP expansion accounts
• Ensure proactive executive engagement in priority accounts
• Drive multi-threading and buying centre expansion

POD Enablement & Capability Building

• Standardise the AI & Agentic positioning narrative
• Deliver structured playbooks for:
• Expansion motions
• Lighthouse new logo pursuits
• Pilot-to-enterprise conversion

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

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 Strategic Account Executive will be measured on:

• Regional 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 Technology or Consulting experience - ideally with
• Experience selling AI powered or native solutions
• Experience in delivering data driven outcomes
• 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 & EMEA
• Comfortable operating in matrixed, global organisations