Account Executive
About The Position
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.
Requirements
- 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).
Nice To Haves
- Background in change management or digital transformation is a plus.
- Knowledge of or exposure to MEDDPICC sales methodology is a strong plus.
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.
Benefits
- Competitive compensation, growth opportunities, and a purpose-driven culture.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
