Strategic Sales Executive - AI & Agentic

We are seeking a commercially disciplined and strategically minded Sales specialist to lead our AI & Agentic business in the DACH Region.

This role will support the wider sales organization on target accounts and report to the director of the Cornerstone AI & Agentic business, operating in a POD model for most strategic growth motion focused on:

Strategic new logo acquisition

Expansion within ICP enterprise customers

Proactive churn mitigation and executive re-engagement

The sales specialist will be part of a high-performing AI revenue engine managing pipeline discipline, accelerating deal velocity, and ensuring sustainable, repeatable growth across the region. The specialist will need to be able to:

Scaling our offering through enablement and subject matter expertise

Shaping the offering through feedback and input into the GTM motion

Selling - leading sales campaigns and pursuit teams delivering a value lead sales approach

Key Responsibilities

Strategic Account Activation

Oversee defined account segmentation in the defined territory across:

Churn risk accounts

ICP new logos

ICP expansion accounts

Ensure proactive executive engagement in priority accounts

Drive multi-threading and buying centre expansion

POD Enablement & Capability Building

Standardise the AI & Agentic positioning narrative

Deliver structured playbooks for:

Expansion motions

Lighthouse new logo pursuits

Pilot-to-enterprise conversion

Commercial Leadership & Forecast Governance

Own personal forecast accuracy and pipeline health

Enforce qualification discipline and ICP alignment

Ensure 3x+ pipeline coverage across personal territory

Participate in weekly regional deal strategy reviews

Eliminate "shadow pipeline" and opportunistic distractions

Executive & Cross-Functional Alignment

Act as local liaison to:

Sales director for Cornerstone WFAI

Global GTM leadership

Product leadership

Marketing

Provide structured feedback on product-market fit signals

Escalate systemic blockers impacting deal velocity

Success Metrics

The Strategic Account Executive will be measured on:

Regional ARR performance

Pipeline coverage (3x+ minimum)

Attach rate in ICP expansion accounts

Net Revenue Retention uplift in churn-risk accounts

New logo lighthouse wins

Pilot-to-enterprise conversion rate

Forecast accuracy

Ideal Profile

Experience

5-10+ years Technology or Consulting experience - ideally with

Experience selling AI powered or native solutions

Experience in delivering data driven outcomes

Proven ability to sell complex, multi-product enterprise solutions

Exposure to HR technology, AI platforms, or workforce transformation preferred

Commercial Mindset

Disciplined about qualification and focus

Strong executive presence

Operates with data-driven decision making

Regional Fluency

Experience managing working across DACH & EMEA

Comfortable operating in matrixed, global organisations