Senior Account Executive

Overview

As a Senior 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.

You will focus on larger, more complex, and high-value deals, requiring deep consultative selling, strategic account planning, and the ability to navigate sophisticated buying groups.

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, high-value, multi-workstream deals with long sales cycles and multiple executive stakeholders
• Manage a robust pipeline of strategic opportunities and consistently meet or exceed revenue targets.
• Leverage CRM tools (Salesforce, Gong, LinkedIn Navigator, ZoomInfo) to maximize pipeline efficiency.
• Apply structured sales methodology and ensure timely follow-up on all leads and opportunities.

Account Strategy & Development

• Develop and execute strategic account plans for key enterprise clients and priority accounts.
• Identify whitespace opportunities and expand footprint across advisory, training, and licensing solutions.
• Position Prosci as a trusted advisor and long-term strategic partner within client organizations.
• Collaborate cross-functionally to execute on complex account strategies and ensure client success.

Client Engagement & Solution Selling

• Build and maintain strong relationships with C-suite and senior decision-makers across industries.
• Lead highly consultative, multi-threaded sales engagements across Advisory/Consulting, Licensing, and Training offerings.
• Navigate complex buying committees and organizational structures to advance deals
• Represent Prosci in meetings, web sessions, tradeshows, and other growth initiatives.
• Own deal strategy, proposals, assessments, and contract negotiations from opportunity to close.
• Provide market and client feedback to inform product development and go-to-market strategy.

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 – Consistently delivers strong sales performance by managing high-value pipelines and closing complex deals, even under challenging circumstances.
• Manages Complexity– Effectively navigates large, multi-stakeholder environments and sophisticated deal structures
• Communicates Effectively – Facilitates impactful discussions with executives and senior leaders, articulating solutions and value propositions with credibility to advance complex sales opportunities.
• Collaborates – Partners seamlessly with internal team members to deliver cohesive solutions.
• Plans & Aligns – Develops and executes strategic account plans aligned to revenue and growth goals.
• Customer Focused – Builds trusted, long-term relationships that drive measurable business impact

Qualifications

• 10+ years of complex B2B consultative sales experience in professional services, preferably consulting/advisory or training services.
• Proven track record of closing large, complex enterprise deals with multiple stakeholders.
• Demonstrated success engaging and influencing C-suite and executive-level buyers
• Consistent history of exceeding quota in complex, high-value sales environments
• Strong strategic selling, negotiation, and relationship-building skills
• Experience navigating modern CRM and sales tech stacks (Salesforce, Gong, 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: $270,000 – $300,000 is the projected OTE range (On-Target Earnings) for this role, with a 50-50 split between base salary and variable comp.

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.