Overlay Sales Specialist - Workforce AI

SkyHive

SkyHive

Software Engineering, Sales & Business Development, Data Science

Multiple locations

Posted on Apr 11, 2026
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We're looking for a

Overlay Sales Specialist - Workforce AI

This role is Hybrid, Germany

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
  • 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: 60800 - 97300 EUR.

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