This is a pure net-new business role: the mandate is to bring in new logos within an assigned territory or vertical. Success is measured on new bookings — pipeline generated, opportunities created, and deals closed with organizations that are not currently Cornerstone customers.

Prima di candidarsi per questo ruolo, la preghiamo di leggere le seguenti informazioni su questa occasione, riportate di seguito.

The sales motion is two fold firstly, it draws on a consultative, technically-embedded selling style and works shoulder-to-shoulder with counterparts to scope, prototype, and de-risk the solution during the sales cycle itself, and secondly, a more traditional SaaS sales motion. The goal is to walk into a signed deal with a working proof-of-concept and a shared understanding of scope.

In this role you will...

Consultative Discovery & Technical Partnership

Gain a deep understanding of a prospect's actual workflows and data before proposing a outcome orientated solution

Partner with a technical counterpart early in the cycle to prototype or configure a working proof-of-concept against the prospect's real use case

Treat the sales cycle as a joint scoping exercise with the prospect's own stakeholders: co-develop the solution design with their HR/IT team so that what gets sold is what actually gets built

Feed field learnings back to Product and Solutions Engineering to highlight patterns across prospects about what's missing, what's confusing, or what unlocks a deal

Bring a "builder" mindset to the sales process

Own the handoff so that what Solutions Engineering/Implementation inherits is a well-scoped, de-risked project

New Business Development & Prospecting

Identify, prospect,



and qualify new enterprise-level opportunities within an assigned territory or vertical

Build and manage a pipeline of net-new logos from self-sourced outbound efforts and marketing-generated leads

Research target accounts to understand their current landscape and likely pain points

Evangelize new use cases and approaches for skills intelligence within large target organizations that aren't yet Cornerstone customers

Full-Cycle Sales Execution

Own the complete sales cycle end-to-end: prospecting, discovery, solution positioning, demo, proposal, negotiation, and close

Translate product functionality into concrete business value for HR and business stakeholders who are evaluating Cornerstone for the first time

Take a consultative approach to diagnosing a prospect's talent strategy and proposing a tailored solution, not just selling against a feature list

Consistently meet or exceed new-business quota and revenue targets

Deal Support & Technical Handoff

Partner with Solutions Consulting / embedded technical resources from first discovery call through close

Ensure the proof-of-concept or prototype built during the sales cycle carries forward directly into implementation, minimizing rework and re-scoping post-signature

Collaborate with legal and deal desk to structure and finalize new-customer agreements





Stay engaged through early implementation kickoff to confirm what was scoped in the sales cycle matches what gets delivered

You’ve got what it takes if you have...

Strong enterprise sales and complex deal leadership experience. Strong outbound prospecting, discovery, and closing skills; comfort building pipeline largely from scratch

Experience selling to and presenting in front of VP- and C-level executives at organizations with no prior relationship to the company A "figure it out together" mindset

Comfortable operating in a consultative, technically-embedded sales motion — able to sit in on solution scoping and configuration sessions alongside a technical partner and speak credibly about how the product would actually be built and deployed, not just what it does

Willingness to travel (typically 25–30%, primarily for prospect meetings, discovery workshops, and closing activity)

Ability to connect AI capabilities with business priorities and measurable value.

Credibility with senior customer stakeholders.

Strong knowledge of Cornerstone’s platform, skills strategy and AI portfolio.

Ability to lead virtual teams without direct authority.

Comfortable working across sales, product, services and customer success.

Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. xkiyazw All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at

📌 Regional Sales Manager (Roma)
🏢 Cornerstone Ondemand
📍 Roma