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This is a pure net-new business role: the mandate is to bring in new logos within an assigned geographic territory, building robust 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.
In this role you will.
Consultative Discovery & Customer Engagement




+ Gain a strong understanding of a prospect's business priorities, workforce challenges, technology environment and desired outcomes before proposing a solution.
+ Lead conversations that move from what is changing → business problem → workforce problem → why now → who cares → required outcome.
+ Translate customer challenges into clear, relevant workforce use cases that connect technology to measurable business outcomes.
+ Lead with the customer's problem rather than starting with Cornerstone's products.
+ Adapt your discovery and messaging across different industries and customer environments within your geographic territory.
+ Ask questions that go beyond traditional HR technology - exploring how work, roles, skills and capability are changing and what that means for the organisation.
+ Recognise patterns across your territory and use those learnings to make future customer conversations faster, sharper and more relevant.
+ Partner with Solutions Consulting when deeper technical discovery, solution design or demonstration is required.
+ Bring a builder mindset to the sales process - curious, commercially creative and willing to test new approaches.
+ Keep the sales process simple where possible: understand what the customer actually needs, bring in the right resources at the right time and maintain momentum.
Mid-Market Territory Development & Prospecting




+ 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.
Full-Cycle Sales Execution

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📌 Remote Luxury Whisky: Community & Trade Marketing Lead (Melbourne)
🏢 Sullivans Cove Distillery
📍 Melbourne