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Senior Account Executive

6 days, 20 hours ago
United States
Full-time
Lead
Account Executive
Sales and Business Development
CRM Salesforce
Apply Now
Prosci

Prosci

Prosci is a global leader in change management solutions, offering research-based tools, training, and consulting services to help organizations effectively manage the people side of change. With a focus on the Prosci ADKAR Model and a proven track rec...

Professional Services
251-1K
Founded 1994
View All Jobs 8

Description

  • Own the end-to-end sales cycle for enterprise opportunities from prospecting through close.
  • Drive new business and expand existing accounts focused on organizational change initiatives.
  • Lead complex, high-value deals with long sales cycles and multiple executive stakeholders.
  • Manage a robust pipeline of strategic opportunities and meet or exceed revenue targets.
  • Develop and execute strategic account plans for key enterprise and priority accounts.
  • Identify whitespace opportunities and expand client engagement across advisory, training, and licensing offerings.
  • Build and maintain relationships with C-suite and senior decision-makers across industries.
  • Lead consultative, multi-threaded sales engagements and navigate complex buying committees.
  • Own deal strategy, proposals, assessments, and contract negotiations.
  • Represent Prosci in meetings, web sessions, tradeshows, and other growth initiatives.
  • Provide market and client feedback to inform product development and go-to-market strategy.

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, including Salesforce, Gong, LinkedIn Navigator, and ZoomInfo.
  • Background in change management or digital transformation is a plus.
  • Knowledge of or exposure to MEDDPICC sales methodology is a strong plus.
  • Ability to travel up to 40% for client meetings and internal team meetings.
  • Remote work location within the US.

Benefits

  • Projected OTE of $270,000–$300,000 with a 50/50 base and variable compensation split.
  • Comprehensive wellness benefits.
  • Generous flexible paid time off, holidays, and volunteer time.
  • Medical, dental, vision, long-term disability, and short-term disability coverage.
  • Life insurance and pet insurance.
  • 401(k) with company matching.
  • Access to LinkedIn Learning.
  • Mostly virtual work culture with opportunities to collaborate globally and attend in-person team events.

Interested in this position?

Apply directly on the company website

Apply Now

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