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

Our Culture:

Spark Greatness. Shatter Boundaries. Share Success. Are you ready? Because here, right now – is where the future of work is happening. Where curious disruptors and change innovators like you are helping communities and customers enable everyone – anywhere – to learn, grow and advance. To be better tomorrow than they are today.

Who We Are:

Cornerstone powers the potential of organizations and their people to thrive in a changing world. Cornerstone Galaxy, the complete AI-powered workforce agility platform, meets organizations where they are. With Galaxy, organizations can identify skills gaps and development opportunities, retain and engage top talent, and provide multimodal learning experiences to meet the diverse needs of the modern workforce. More than 7,000 organizations and 100 million+ users in 180+ countries and in nearly 50 languages use Cornerstone Galaxy to build high-performing, future-ready organizations and people today.

Total Rewards:

At Cornerstone, we are dedicated to inspiring excellence and pushing boundaries in everything we do. Our compensation strategy is based on three fundamental principles: equitable pay, market-driven research, and skill-based appraisals. As part of our mission to share success and empower individuals to thrive in an ever-changing world, the listed salary range is just one element of Cornerstone’s comprehensive compensation package. This compensation package may also include annual bonuses, short- and program-specific awards depending on the role, and a comprehensive benefit offering. The disclosed salary range reflects the geographic differential based on the location of the position if applicable. The starting salary for the successful applicant will depend on several job-related factors, including education, training, experience, certifications, location, business needs, and market demands. This range is based on a full-time position and may be adjusted in the future. Join us in shaping the future of work — tomorrow, together. Experience flexibility and empowerment in your career at Cornerstone. The BASE salary range for this position is: 95400 - 152600 GBP.

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Regional Director - Workforce AI

Regional Director - Workforce AI

CALIFORNIA • MARYLAND • UTAH