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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

Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com