We are seeking a commercially disciplined and strategically minded Sales specialist to lead our AI & Agentic overlay business in France.
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 (full overlay authority)
- ICP expansion accounts (shared authority)
- 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 overlay 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 enterprise SaaS sales experience - ideally with
- Experience selling AI powered or native solutions
- Experience in selling data driven outcomes
- Experience operating in overlay or specialist sales models
- 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 France & EMEA
- Comfortable operating in matrixed, global organisations
