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.
• Demo