[Remote] Senior Account Executive

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