Bdr ANZ Growth Architect for ERP/IFS

Location: Perth, Australia (Remote NW).

Employment type: Full time.

This role is available in Perth. This is a pure net-new business role: the mandate is to bring in new logos within an assigned industry vertical, building deep understanding of the market forces, business priorities and workforce challenges shaping that industry. Success is measured on current bookings – pipeline generated, opportunities created, and deals closed with organisations that are not currently Cornerstone customers. But success also means becoming credible in your industry: understanding what is changing, why customers need to respond, who cares about the problem, and where Cornerstone can create measurable business impact. The sales motion combines a highly consultative, outcome-led selling style with the discipline of enterprise SaaS sales. You will work shoulder‑to‑shoulder with Solutions Consulting, Partners and other specialists to understand the customer’s problem, develop the right use case, prove value and de‑risk the solution during the sales cycle. We believe in proof prior to product. The goal isn't to lead with a feature list or a demo. It is to understand the change happening in the customer's world, identify the resulting business and workforce problems, establish why they matter now, and build a compelling solution around the outcomes the customer needs.

Responsibilities

- 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 transparent,



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.
- 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.
- 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 –

📌 Remote Bdr – Anz Growth Architect For Erp/Ifs (Perth)
🏢 CDC
📍 Perth