Regional Sales Manager

This role is available in Perth. This is a pure net-new business role: the mandate is to bring in new logos within an assigned industry vertical, building deep understanding of the market forces, business priorities and workforce challenges shaping that industry. Success is measured on new bookings — pipeline generated, opportunities created, and deals closed with organisations that are not currently Cornerstone customers. But success also means becoming credible in your industry: understanding what is changing, why customers need to respond, who cares about the problem, and where Cornerstone can create measurable business impact. The sales motion combines a highly consultative, outcome-led selling style with the discipline of enterprise SaaS sales. You will work shoulder-to-shoulder with Solutions Consulting, Partners and other specialists to understand the customer's problem, develop the right use case, prove value and de-risk the solution during the sales cycle. We believe in proof prior to product. The goal isn't to lead with a feature list or a demo. It is to understand the change happening in the customer's world, identify the resulting business and workforce problems, establish why they matter now, and build a compelling solution around the outcomes the customer needs. In this role you will... Consultative Discovery Industry Partnership Develop deep expertise in your assigned industry, including the major market shifts, regulatory pressures, technology changes, workforce trends and transformation priorities affecting customers. Gain a deep understanding of a prospect's business strategy, workforce challenges, workflows and data before proposing an outcome-oriented solution. Lead conversations that move from what is changing → business problem → workforce problem → why now → who cares → required outcome. Translate industry challenges into relevant workforce use cases that create meaningful executive-level conversations. Partner with Solutions Consulting and technical counterparts early in the cycle to validate, prototype or configure solutions against the prospect's real use case where appropriate. Treat the sales cycle as a joint discovery and scoping exercise with the prospect's stakeholders, co-developing the solution with HR, Business and IT so that what gets sold solves the problem identified. Bring Partners into opportunities strategically where their consulting, transformation, implementation or managed-service capability strengthens the customer outcome. Feed industry and field learnings back to Product, Solutions Consulting, Marketing and the broader sales organisation to identify repeatable patterns, emerging use cases and market opportunities. Bring a builder mindset to the sales process — curious, commercially creative and willing to challenge conventional approaches. Own the handoff so that what Solutions Consulting, Partners and Implementation inherit is a well-scoped, outcome-led and de-risked project. New Business Development Prospecting Identify, prospect and qualify new enterprise opportunities within an assigned industry vertical. Build and execute an industry-specific territory plan identifying priority accounts, market triggers, key personas, ecosystem relationships and whitespace opportunities. Build and manage a healthy pipeline of net-new logos through self-sourced outbound activity, BDR collaboration, partner-led opportunities and marketing-generated demand. Maintain pipeline coverage appropriate to your conversion rate and proactively create pipeline before it becomes a quarter-end problem. Research target accounts to understand their business strategy, industry pressures, transformation agenda, technology landscape and likely workforce challenges. Use relevant industry events, market shifts and business triggers to create compelling reasons for customers to engage now. Develop and evangelise new workforce use cases across skills intelligence, workforce planning, learning, talent and AI — moving conversations beyond traditional HR technology. Position Intelligence+ and workforce intelligence as a strategic entry point into broader customer conversations, identifying natural pull-through opportunities across the wider Cornerstone portfolio. Work closely with BDRs, Marketing, Alliances and Partners to execute coordinated account and industry plays rather than operating as an individual seller. Continuously learn from activity — understanding what is resonating, what isn't and where we need to adapt our approach. Full-Cycle Sales Execution Own the complete sales cycle end-to-end: account strategy, prospecting, discovery, solution positioning, demonstration, business case, proposal, negotiation and close. Lead with the customer's problem and desired outcome rather than the product — sell the problem before selling the solution. Translate Cornerstone's capabilities, including AI and workforce intelligence, into measurable business value for HR, IT and business executives evaluating Cornerstone for the first time. Build compelling use cases and business cases that connect workforce capability directly to the customer's strategic priorities. Navigate complex enterprise buying groups and build multi-threaded relationships across HR, IT, Transformation, Finance and operational/business leadership. Create urgency by establishing a credible why now, rather than relying on artificial sales timelines. Take a consultative approach to diagnosing workforce and talent challenges and proposing the right combination of technology, services and partner capability. Protect and complement customers' existing HR technology investments by positioning Cornerstone as the intelligence and capability layer that helps those investments deliver greater value. Consistently meet or exceed new-business quota, pipeline creation and revenue targets. Deal Support Technical Handoff Partner with Solutions Consulting and technical resources from first discovery through close. Orchestrate the broader Cornerstone team — including Product, Services, Customer Success, Marketing, Alliances and leadership — around strategic opportunities. Identify when a partner-led approach creates a stronger customer outcome and work with the Cornerstone partner ecosystem to develop the right commercial and delivery model. Ensure any proof-of-concept, prototype, business case or use case developed during the sales cycle carries forward into implementation, minimising rework and re-scoping post-signature. Collaborate with Legal and Deal Desk to structure and finalise new-customer agreements. Stay engaged through early implementation kickoff to confirm that the outcomes and scope agreed during the sales cycle are reflected in delivery. Capture and share learnings from wins and losses so the broader team can continuously improve our industry plays and sales execution. You’ve got what it takes if you have... Strong enterprise sales and complex deal leadership experience, with excellent outbound prospecting, discovery and closing skills and the ability to build pipeline largely from scratch. Experience developing a territory or market through an industry-led approach, with the curiosity and commercial acumen to understand how market changes translate into customer priorities. Experience selling to and presenting in front of VP- and C-level executives at organisations with no prior relationship to the company. The ability to move confidently between HR conversations and broader business conversations with Transformation, IT, Operations and executive leadership. Strong business acumen and the ability to connect workforce challenges to strategic priorities, measurable outcomes and financial value. A "figure it out together" mindse t — comfortable operating where the answer isn't always obvious and willing to collaborate to find it. Comfort operating in a consultative, technically embedded sales motion — able to participate in solution scoping and configuration conversations alongside technical partners and speak credibly about how the solution will solve the customer's problem, not simply what the product does. The ability to connect AI and workforce intelligence capabilities with business priorities and measurable value. Confidence selling emerging use cases and creating demand where a customer may not yet have a defined buying category or budget. Credibility with senior customer stakeholders and the ability to constructively challenge their thinking. Strong knowledge of Cornerstone's platform, workforce intelligence, skills strategy and AI portfolio — or the curiosity and learning agility to build that knowledge quickly. The ability to work effectively with consulting, technology and implementation partners and recognise when an ecosystem-led approach will create a stronger opportunity. Ability to lead virtual teams and orchestrate complex pursuits without direct authority. Comfort working across Sales, Solutions Consulting, Product, Services, Marketing, Alliances and Customer Success. A strong learning mindset: curious about your industry, customers and technology, and willing to continually test, learn and adapt your approach. Low ego and high accountability. You own your number, your pipeline, your commitments and your development — while recognising that the best outcomes come from working as a team. A "no brilliant jerks" mindset. We want high performers, but how you win matters. You collaborate, share what you learn, help your teammates succeed and make the people around you better. Individual brilliance is great; brilliance at the expense of the team isn't. Willingness to travel (typically 25–30%, primarily for prospect meetings, discovery workshops, industry events and closing activity). At Cornerstone, we want people who are ambitious about what they can achieve individually and what we can achieve together. We're building a high-performance sales culture where curiosity, accountability, collaboration and a willingness to challenge the status quo matter just as much as the number.