Regional Sales Manager

EdCast; Italia; Remote; EUR 90,000 - 130,000; Full time

Job summary

Cornerstone is seeking a remote, net-new business sales professional to own a full sales cycle in a Milan-based remit. You will prospect, qualify, and close enterprise logos, collaborating with technical peers to scope and prototype solutions in HR and talent management.

The role emphasizes consultative discovery, building a robust pipeline from scratch, and presenting to VP- and C-level executives. Travel is anticipated 25–30% for meetings and workshops.

Qualifications

• Strong enterprise sales and complex deal leadership experience.
• Strong outbound prospecting, discovery, and closing skills; pipeline from scratch.
• Experience selling to VP- and C-level executives with no prior relationship.
• A collaborative, problem-solving mindset for consultative, embedded sales Motion.
• Willingness to travel 25–30% for meetings, workshops and closings.
• Ability to connect AI capabilities with business value and credible deployment.
• Credible with senior customer stakeholders; cross-functional coordination across teams.
• Familiarity with Cornerstone’s platform, skills strategy, and AI portfolio.
• Ability to lead virtual teams without direct authority; work across sales, product, services.

Responsibilities

• Consultative discovery to map prospect workflows and data for outcome-oriented solutions.
• Prototype or configure a working proof-of-concept with a technical partner.
• Scope and design with HR/IT stakeholders to ensure what is sold is built.
• Own the full sales cycle: prospecting, discovery, demo, proposal, negotiation, close.
• Coordinate with Solutions Consulting, legal, and deal desk through signature and handoff.
• Stay engaged through early implementation kickoff to confirm scope and delivery.

Skills

Enterprise sales

Deal leadership

Outbound prospecting

Discovery

Closing

C-level presentations

Travel willingness

AI value framing

Stakeholder management

Cross-functional

Job description

This role is REMOTE in MILAN 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. 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.

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

• 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.