Sales Director

Prosci

13h•$265 - $280•Remote

About The Position

We are seeking a strategic and results-driven Sales Director to lead the business development segment of our North American Sales team. This role reports directly to the VP, Sales, North America, and is responsible for leading, developing, and optimizing the performance of client-facing sales professionals responsible for new business acquisition and account expansion. This is a dedicated sales leadership role focused on building team capability, driving consistent pipeline health, and ensuring execution of the company’s consultative sales strategy. This position is responsible for team quota attainment, revenue predictability, pipeline coverage ratios and conversion rates, forecast accuracy, sales execution discipline, and talent development outcomes. The Sales Director partners closely with Marketing, Delivery, Client Success, and Product leadership to ensure alignment across the full client lifecycle and a cohesive go-to-market strategy. 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

10 years of experience in a quota-carrying B2B sales role, with 5+ years of experience leading a sales team.
Proven success leading consultative sales teams selling professional services, advisory, consulting, or training solutions in complex buying environments.
Prior experience leading teams of 5-10 quota-carrying sales professionals
Demonstrated ability to lead team-based revenue performance and pipeline development in complex, multi-stakeholder sales environments.
Strong track record of coaching and developing sales professionals to improve performance and capability.
Experience implementing and reinforcing structured sales methodologies and pipeline management practices.
Demonstrated ability to manage complex, multi-stakeholder buying processes.
Experience implementing and reinforcing structured sales methodologies and pipeline management practices.
Strong executive communication skills and ability to influence internal and external stakeholders.
Proficiency with CRM platforms (e.g., Salesforce), sales analytics, and virtual collaboration tools.

Responsibilities

Lead and manage the business development sales team across the North American market.
Establish clear performance expectations, sales targets, and operating rhythms to drive predictable revenue outcomes.
Monitor and manage team performance through weekly pipeline inspection with documented deal next steps, deal qualification enforcement, and performance coaching.
Provide consistent feedback, skill development, and career growth support to sales team members.
Partner with the VP, Sales and Talent team to recruit, onboard, and retain high-performing sales professionals.
Foster a high-performance sales culture rooted in accountability, collaboration, and continuous improvement.
Oversee pipeline development, opportunity progression, and forecast accuracy and commit discipline across the client/business development team.
Ensure disciplined use of CRM systems, data integrity, and adherence to defined sales processes and methodologies (e.g., MEDDPICC).
Guide complex deal strategy, qualification, and negotiation planning to improve conversion and deal quality.
Partner with the VP, Sales to provide regular performance reporting, forecasting insights, and market feedback.
Oversee account planning and business development strategies to drive expansion within key client segments.
Ensure consistent execution of consultative, insight-led selling approaches across the team.
Partner with Marketing to align demand generation initiatives, campaigns, and events with sales priorities.
Collaborate with Delivery and Client Success teams to support successful transitions from sale to implementation and long-term client growth.
Serve as a key liaison between Sales and internal partners including Marketing, Product, Delivery, Legal, and Finance.
Ensure alignment between client commitments, service delivery capabilities, and business objectives.
Provide field insights to help inform solution development, messaging, and market positioning.
Maintain strong awareness of market trends, competitor positioning, and evolving client needs within professional services and advisory environments.
Support executive-level client engagement as needed to strengthen strategic relationships and advance major opportunities.
Represent Prosci at selected industry events and client forums.