[Hiring] Senior Account Executive @Prosci

Role Description

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.

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.

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.
• 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.

Requirements

• Travel Requirements: This role may require up to 40% travel for client meetings and internal team meetings.
• Work Location: Remote within the US.
• Compensation: $270,000 – $300,000 is the projected OTE range (On-Target Earnings) for this role, with a 50-50 split between base salary and variable comp.

Benefits

• Comprehensive wellness benefits, including 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.
• Opportunities to collaborate with colleagues from around the world.
• Employee-led interest and resource groups.
• In-person local or market-wide events.