Account Executive

About the role

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 is to 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 dedicated to our purpose of creating a world where change is done right.

Responsibilities

• 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.
• 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.
• 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

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.

Pay

$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 includes base salary + variable commissions (uncapped) + variable bonus.

Schedule

This role may require up to 40% travel for client meetings and internal team meetings. Work location is remote within the US.

Benefits

• Comprehensive wellness benefits, including generous flexible paid time off, holidays, and volunteer time.
• Medical, dental, vision, long-term and short-term disability programs, and life insurance.
• Pet insurance.
• 401k with company matching.
• Access to LinkedIn Learning.
• Vibrant "mostly virtual" culture with opportunities to collaborate with colleagues worldwide.
• Employee-led interest and resource groups.
• In-person local or market-wide events.