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Regional Director - Workforce AI
Regional Director - Workforce AICornerstone OnDemand • France
Regional Director - Workforce AI

Regional Director - Workforce AI

Cornerstone OnDemand • France
Il y a 24 jours
Type de contrat
  • Temps plein
Description de poste

Regional Director - Workforce AI (Hybrid, United Kingdom)

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.

Role

This role will lead a team of Senior Overlay Sellers operating in a POD model for the most strategic growth motion, Cornerstone Workforce AI.

Key focus areas:

  • Strategic new logo acquisition
  • Expansion within ICP enterprise customers
  • Proactive churn mitigation and executive re‑engagement

Key Responsibilities

  • 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

  • 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

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: 95,400 - 152,600 GBP.

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Regional Director - Workforce AI • France

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