Account Executive

Company Overview

Since 1994, Prosci has specialized in change management, pioneering the ADKAR® model methodology to support lasting organizational transformations. Our offerings blend advisory consulting, training, and licensing, featuring innovative tools like Kaiya, our AI-driven change management coach. Joining Prosci means becoming part of a passionate, curious, and results-driven team dedicated to fostering a world where change is executed successfully and sustainably.

Role Summary

As an Account Executive, you will be responsible for managing the entire sales lifecycle, connecting with C-suite and senior leaders at enterprise organizations to deliver end-to-end solutions. Your remit includes driving new business growth, expanding current client accounts, and closing high-value deals by integrating consulting, training, and licensing services.

Key Responsibilities

• Drive revenue growth by acquiring new business and growing existing enterprise accounts focused on organizational change initiatives.
• Manage complex sales cycles involving multiple stakeholders and simultaneous opportunities.
• Maintain and nurture a robust sales pipeline, consistently meeting or surpassing revenue goals using CRM technologies like Salesforce, LinkedIn Navigator, and ZoomInfo.
• Adhere to the prescribed sales methodology and promptly address leads and client inquiries.
• Strategize account development to position Prosci as a leading market player and prioritize opportunities across territories and key accounts.
• Collaborate with internal teams to implement strategic plans ensuring excellent client outcomes.
• Build strong relationships with senior decision-makers, leading consultative and comprehensive solution selling.
• Represent the organization at meetings, webinars, tradeshows, and other growth initiatives.
• Own proposal development, assessments, and contract negotiations from prospecting through to closing.
• Provide valuable client insights to internal teams to help refine products and services.

Candidate Profile & Requirements

• Minimum 5 to 7 years of experience in complex B2B consultative sales within professional services, ideally consulting, advisory, or training sectors.
• Proven track record of engaging and closing deals with senior executives.
• Demonstrated ability to exceed sales targets in multi-stakeholder, complex deal environments.
• Excellent negotiation, relationship management, and strategic sales skills.
• Familiarity with CRM systems and sales platforms including Salesforce, LinkedIn Navigator, and ZoomInfo.
• Experience or knowledge in change management or digital transformation is advantageous.
• Exposure to MEDDPICC sales methodology is a significant plus.

Required Competencies

• Strong results orientation with proactive pipeline management and persistence in realizing high-value deals.
• Ability to handle complex client needs and large deal architectures effectively.
• Superior communication skills to foster dialogue with executives and senior leadership and to clearly convey solutions and their value.
• Collaborative approach to working with internal teams to deliver value to clients.
• Effective planning and prioritization to focus on the highest business impact activities.
• Customer-centric mindset with commitment to building durable relationships that contribute to business success.

Additional Information

• Up to 40% travel may be required for client and internal meetings.
• Remote work is permitted within Canada.
• Compensation package ranges between CAD 210,000 and 225,000 on-target earnings, consisting of base salary and uncapped variable commissions and bonuses, split roughly 50/50.