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 new 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.

In this role you will...

Consultative Discovery & Industry Partnership

- Develop deep expertise in your assigned industry, including the major market shifts, regulatory pressures, technology changes, workforce trends and transformation priorities affecting customers.
- Gain a deep understanding of a prospect's business strategy, workforce challenges, workflows and data before proposing an outcome-oriented solution.




- Lead conversations that move from what is changing → business problem → workforce problem → why now → who cares → required outcome.
- Translate industry challenges into relevant workforce use cases that create meaningful executive-level conversations.
- Partner with Solutions Consulting and technical counterparts early in the cycle to validate, prototype or configure solutions against the prospect's real use case where appropriate.
- Treat the sales cycle as a joint discovery and scoping exercise with the prospect's stakeholders, co-developing the solution with HR, Business and IT so that what gets sold solves the problem identified.
- Bring Partners into opportunities strategically where their consulting, transformation, implementation or managed-service capability strengths the customer outcome.
- Feed industry and field learnings back to Product, Solutions Consulting, Marketing and the broader sales organisation to identify repeatable patterns, emerging use cases and market opportunities.
- Bring a builder mindset to the sales process — curious, commercially creative and willing to challenge conventional approaches.
- Own the handoff so that what Solutions Consulting, Partners and Implementation inherit is a well-scoped, outcome-led and de-risked project.

New Business Development & Prospecting

- Identify, prospect and qualify recent enterprise opportunities within an assigned industry vertical.




- Build and execute an industry-specific territory plan identifying priority accounts, market triggers, key personas, ecosystem relationships and whitespace opportunities.
- Build and manage a healthy pipeline of net-new logos through self-sourced outbound activity, BDR collaboration, partner-led opportunities and marketing-generated demand.
- Maintain pipeline coverage appropriate to your conversion rate and proactively create pipeline before it becomes a quarter-end problem.
- Research target accounts to understand their business strategy, industry pressures, transformation agenda, technology landscape and likely workforce challenges.
- Use relevant industry events, market shifts and business triggers to create compelling reasons for customers to engage now.
- Develop and evangelise new workforce use cases across skills intelligence, workforce planning, learning, talent and AI — moving conversations beyond traditional HR technology.
- Position Intelligence+ and workforce intelligence as a strategic entry point into broader customer conversations, identifying natural pull-through opportunities across the wider Cornerstone portfolio.
- Work closely with BDRs, Marketing, Alliances and Partners to execute coordinated account and industry plays rather than operating as an individual seller.
- Continuously learn from activity — understanding what is resonating, what isn't and where we need to adapt our approach.

Full-Cycle Sales Execution

- Own the complete sales cycle end-to-end: account strategy, prospecting, discovery, solution positioning, demonstration, business case, proposal, negotiation and close.
- Lead with the custome

📌 Regional Sales Manager, Enterprise (Adelaide)
🏢 Cornerstone Ondemand
📍 Adelaide