Role Description This is a pure net-new business role: the mandate is to bring in new logos within an assigned territory or vertical. Success is measured on new bookings — pipeline generated, opportunities created, and deals closed with organizations that are not currently Cornerstone customers. The sales motion is two fold: - Consultative, technically embedded selling style, working shoulder-to-shoulder with counterparts to scope, prototype, and de-risk the solution during the sales cycle. - More traditional SaaS sales motion, aiming to walk into a signed deal with a working proof-of-concept and a shared understanding of scope. Key Responsibilities - Consultative Discovery & Technical Partnership - Gain a deep understanding of a prospect's actual workflows and data before proposing an outcome-oriented solution. - Partner with a technical counterpart early in the cycle to prototype or configure a working proof-of-concept against the prospect's real use case. - Treat the sales cycle as a joint scoping exercise with the prospect's own stakeholders. - Feed field learnings back to Product and Solutions Engineering to highlight patterns across prospects. - Bring a "builder" mindset to the sales process. - Own the handoff to ensure a well-scoped, de-risked project. - New Business Development & Prospecting - Identify, prospect, and qualify new enterprise-level opportunities within an assigned territory or vertical. - Build and manage a pipeline of net-new logos from self-sourced outbound efforts and marketing-generated leads. - Research target accounts to understand their current landscape and likely pain points. - Evangelize new use cases and approaches for skills intelligence within large target organizations. - Full-Cycle Sales Execution - Own the complete sales cycle end-to-end: prospecting, discovery, solution positioning, demo, proposal, negotiation, and close. - Translate product functionality into concrete business value for HR and business stakeholders. - Take a consultative approach to diagnosing a prospect's talent strategy and proposing a tailored solution. - Consistently meet or exceed new-business quota and revenue targets. - Deal Support & Technical Handoff - Partner with Solutions Consulting / embedded technical resources from first discovery call through close. - Ensure the proof-of-concept or prototype built during the sales cycle carries forward directly into implementation. - Collaborate with legal and deal desk to structure and finalize new-customer agreements. - Stay engaged through early implementation kickoff to confirm what was scoped in the sales cycle matches what gets delivered. Qualifications - Strong enterprise sales and complex deal leadership experience. - Strong outbound prospecting, discovery, and closing skills. - Experience selling to and presenting in front of VP and C-level executives. - A "figure it out together" mindset. - Comfortable operating in a consultative, technically-embedded sales motion. - Willingness to travel (typically 25–30%). - Ability to connect AI capabilities with business priorities and measurable value. - Credibility with senior customer stakeholders. - Strong knowledge of Cornerstone’s platform, skills strategy, and AI portfolio. - Ability to lead virtual teams without direct authority. - Comfortable working across sales, product, services, and customer success. Benefits - Comprehensive compensation package including annual bonuses and program-specific awards. - Equitable pay based on market-driven research and skill-based appraisals. - Flexibility and empowerment in your career.