Overview

As an Account Executive, you will own the end-to-end sales cycle, engaging C-suite and senior leaders at enterprise level organizations to drive holistic solutions selling across advisory/consulting, training, and licensing offerings.

Your Mission: Build relationships, lead consultative sales, and close high-value enterprise deals.

Since our founding in 1994, Prosci has been laser-focused on change. By combining our deep understanding of people with a proven methodology rooted in the creation of the ADKAR® model, we’ve helped countless people and organizations thrive. Our solutions empower customers with lasting change resiliency through a unique blend of training, advisory services, and licensing options, including Kaiya, our AI change management coach.

At Prosci, we are a purpose-driven organization full of passionate, curious, and results-oriented people. Working at Prosci means being part of a dynamic team that is dedicated to our purpose of creating a world where change is done right. Join us and be part of a culture that thrives on continuous learning, growth, and making a difference.

Check out our website for more about our team and approach: https://www.prosci.com/about.

Key Responsibilities

Revenue Growth & Pipeline Management

• Drive new business and expand existing accounts, targeting enterprise clients focused on organizational change and critical business initiatives.
• Lead complex, end-to-end sales cycles, managing multiple stakeholders and opportunities simultaneously.
• Manage a healthy pipeline, stage and nurture deals, and consistently meet or exceed revenue targets.
• Leverage CRM tools (Salesforce, LinkedIn Navigator, ZoomInfo) to maximize pipeline efficiency.
• Follow established sales methodology and respond promptly to leads and client inquiries.

Account Strategy & Development

• Develop account growth strategies to position Prosci as a market leader.
• Plan and prioritize work to maximize opportunities across territories and key accounts.
• Recommend tailored solutions that advance client change capability.
• Collaborate with internal team members to execute strategic account plans and ensure client success.

Client Engagement & Solution Selling

• Build strong relationships with C-suite and senior decision-makers across industries.
• Lead consultative, holistic solution selling across Advisory/Consulting, Licensing, and Training offerings.
• Represent Prosci in meetings, web sessions, tradeshows, and other growth initiatives.
• Own proposals, assessments, and contract negotiations from opportunity to close.
• Provide client feedback to internal teams to enhance products and services.

Requirements

Success Profile

Based on this role’s scope and responsibilities, we are seeking candidates with the following minimum qualifications, skills, attributes, and competencies.

Competencies

• Drives Results – Delivers strong sales performance by actively managing pipeline, pursuing high-value opportunities, and sustaining momentum, even under challenging circumstances.
• Manages Complexity– Navigates intricate client needs, multiple stakeholders, and large deal structures to develop clear strategies and close business effectively.
• Communicates Effectively – Facilitates impactful discussions with executives and senior leaders, articulating solutions and value propositions to advance complex sales opportunities.
• Collaborates – Works seamlessly with internal team members to deliver client success.
• Plans & Aligns – Develops strategic account plans, aligns daily activities with pipeline goals, and ensures efforts target the most valuable opportunities.
• Customer Focused – Builds and nurtures long-term client relationships that drive business impact.

Qualifications

• 5-7 years of complex B2B consultative sales experience in professional services, preferably consulting/advisory or training services.
• Proven ability to prospect, engage, and close at the senior executive level.
• Track record of exceeding sales targets in complex, multi-stakeholder environments.
• Strong negotiation, relationship-building, and strategic selling skills.
• Experience navigating CRM and sales tech stacks (Salesforce, LinkedIn Navigator, ZoomInfo).
• Background in change management or digital transformation is a plus.
• Knowledge of or exposure to MEDDPICC sales methodology is a strong plus.

Why Prosci?

• Industry leader in change management with a trusted global brand.
• High-impact role engaging top executives on mission-critical initiatives.
• Competitive compensation, growth opportunities, and a purpose-driven culture.

Additional Information

Travel Requirements: This role may require up to 40% travel for client meetings and internal team meetings.

Work Location: Remote within the US.

Compensation: $210,000 – 230,000 USD is the projected OTE range (On-Target Earnings) for this role, with a 50-50 split between base salary and variable comp. This is comprised of base salary + variable commissions (uncapped) + variable bonus.

Benefits: Through our experience and strategic focus on the people side of change, we know that by taking care of our people, we are taking care of our business. In addition to the compensation detailed above, we offer comprehensive wellness benefits, including generous flexible paid time off, holidays and volunteer time, medical, dental, vision, long-term and short-term disability programs, life insurance, pet insurance, 401k with company matching, and access to LinkedIn Learning.  Our “mostly virtual” culture is vibrant with many opportunities to collaborate with colleagues from around the world, get involved in employee-led interest and resource groups, and to meet up with team members at in-person local or market-wide events.

We hope you're interested in making a difference with us. Even if you don't feel that you meet every requirement listed in this job description, we still encourage you to apply. Prosci is an equal opportunity employer that is committed to inclusion and diversity.  Employment opportunities at Prosci are available to all applicants, without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status, or any other legally protected characteristics. You can learn more about our efforts to build a more inclusive, equitable and diverse organization: https://www.prosci.com/about/dei.

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