Senior Account Executive

Prosci

38d•$270,000 - $300,000•Remote

About The Position

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.

Requirements

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).

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, 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.
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.
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.