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.

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-current 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

- Own the complete sales cycle end-to-end: territory planning, prospecting, discovery, solution positioning, demonstration, business case, proposal, negotiation and close.
- Balance velocity with quality - progressing opportunities efficiently without sacrificing good discovery.
- Lead with the customer's problem and desired outcome rather than the product - sell the problem before selling the solution.
- Translate Cornerstone's capabilities, including AI and workforce intelligence, into clear and measurable business value.
- Sell intelligence and outcomes, not just software - connecting workforce data, insights and AI capabilities to decisions customers need to make.
- Build concise, compelling use cases and business cases appropriate to Mid-Market customers.
- Build relationships across multiple stakeholders, from HR, Talent and L&D; leaders through to IT, Finance, Transformation, Operations and executive sponsors where appropriate.
- Understand the buying process early and create a clear mutual path to decis

📌 Ai-First Marketing Ops Specialist (New South Wales)
🏢 S8
📍 New South Wales