Note: The job is a remote job and is open to candidates in USA. Prosci is an industry leader in change management, dedicated to creating a world where change is done right. The Senior Account Executive will own the end-to-end sales cycle, engaging C-suite and senior leaders at enterprise organizations to drive holistic solutions selling across advisory, training, and licensing offerings.
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
Skills
- 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)
- Background in change management or digital transformation is a plus
- Knowledge of or exposure to MEDDPICC sales methodology is a strong plus
Benefits
- Comprehensive wellness benefits
- Generous flexible paid time off
- Holidays and volunteer time
- Medical, dental, vision, long-term and short-term disability programs
- Life insurance
- Pet insurance
- 401k with company matching
- Access to LinkedIn Learning
- "mostly virtual" culture is vibrant with many opportunities to collaborate with colleagues from around the world
- Get involved in employee-led interest and resource groups
- Meet up with team members at in-person local or market-wide events
Company Overview
Prosci is a change management firm. It was founded in 1994, and is headquartered in Fort Collins, Colorado, USA, with a workforce of 201-500 employees. Its website is https://www.prosci.com/.