[Hiring] Regional Sales Manager @cyberu

Role Description

We're looking for a Regional Sales Manager - Mid Market. This role is Remote, Australia. This is a pure net-new business role: the mandate is to bring in new logos within an assigned geographic territory, building strong market coverage and creating demand across a diverse portfolio of prospective customers.

Success is measured on new bookings — pipeline generated, opportunities created and deals closed with organisations that are not currently Cornerstone customers. Success also means truly owning your patch: knowing the priority accounts, understanding where the opportunities are, building relationships across your market and creating enough activity and pipeline to consistently deliver your number.

The sales motion combines consultative, outcome-led selling with the pace, discipline and repeatability required in Mid-Market. You will work closely with BDRs, Solutions Consulting, Marketing, Partners and other specialists, while taking personal ownership for creating and progressing opportunities across your territory.

We believe in proof prior to product. The goal isn't to lead with a feature list or immediately jump to a demo. It is to understand what's changing for the customer, identify the resulting business and workforce problem, establish why it matters now, and connect Cornerstone to an outcome worth solving.

Qualifications

• Strong technology, SaaS, data, AI or transformation-oriented sales experience, ideally working with Mid-Market or lower-enterprise customers.
• A track record of consistent quota achievement and net-new logo acquisition.
• A genuine hunter mentality — you're comfortable creating your own opportunities rather than waiting for pipeline to arrive.
• Experience owning a geographic territory and the discipline to prioritise where you spend your time across a large number of potential accounts.
• Strong prospecting skills and comfort using multiple channels to create conversations with customers who don't already know you.
• The ability to manage a higher-volume sales motion while still delivering strong discovery and consultative selling.
• Strong territory, pipeline and time-management discipline.
• Commercial curiosity about AI, data and emerging technology.
• The ability to sell intelligence and outcomes, not just software.
• The curiosity to ask questions beyond traditional HR technology.
• The ability to move comfortably between HR conversations and broader business conversations.
• Strong business acumen and the ability to connect workforce challenges to strategic priorities and measurable value.
• A "figure it out together" mindset.
• Confidence selling emerging propositions and creating demand.
• An understanding of SaaS commercial models and technology buying processes.
• Confidence using AI and modern sales technology.
• The ability to articulate complex ideas simply.
• The judgement to know when to bring in Solutions Consulting, Partners or leadership.
• Strong communication, presentation, negotiation and creative problem-solving skills.
• The ability to operate autonomously while actively contributing to the broader team.
• A strong learning mindset.
• Low ego and high accountability.
• A "no brilliant jerks" mindset.
• Willingness to travel within your territory as required for prospect meetings, events, discovery and closing activity.

Requirements

• Own an assigned mid-market territory and develop a clear plan for how you will penetrate, prioritise and grow that market.
• Identify and prioritise target accounts based on opportunity, propensity to buy, business triggers and whitespace.
• Build and maintain a healthy pipeline of net-new logos through consistent self-generated prospecting, BDR collaboration, Marketing activity, partner referrals and local market relationships.
• Create broad coverage across your territory rather than relying on a small number of large opportunities.
• Maintain pipeline coverage appropriate to your conversion rate and proactively create pipeline before it becomes a quarter-end problem.
• Develop strong knowledge of the organisations and business community within your geography and identify relevant market triggers that can create customer conversations.
• Use repeatable campaigns, customer stories, events and workforce use cases to create demand efficiently across multiple accounts.
• Develop and evangelise workforce use cases across skills intelligence, workforce planning, learning, talent and AI.
• Position strategic entry points into broader customer conversations, while identifying natural pull-through opportunities across the wider Cornerstone portfolio.
• Work closely with BDRs to create coordinated account activity and maintain a consistent prospecting rhythm.
• Leverage Marketing and Partners to extend your reach across the territory and create additional routes into target accounts.
• Continuously test, learn and adapt — understanding which messages, personas, use cases and activities are creating conversations and doubling down on what works.

Benefits

• Annual bonuses, short- and program-specific awards depending on the role.
• Comprehensive benefit offering.
• Compensation strategy based on equitable pay, market-driven research, and skill-based appraisals.

Company Description

At Cornerstone, we believe in AI that works in the service of people, amplifying their judgment to drive high-performing, future-ready organizations forward. Cornerstone Workforce AI™, the intelligence platform for workforce readiness, brings together workforce and labor market data into a proprietary Cornerstone People Graph™, translating signals into intelligence, targeting learning where it matters, developing critical skills, and surfacing hidden talent.

As an industry leader, Cornerstone is helping approximately 7,000 organizations, 140M+ users, across 186 countries build continuous workforce readiness.