Sales Director

Job Description

Overview

We are seeking a strategic and results-driven Sales Director to lead the business development segment of our North American Sales team. This role reports directly to the VP, Sales, North America, and is responsible for leading, developing, and optimizing the performance of client-facing sales professionals responsible for new business acquisition and account expansion.

This is a dedicated sales leadership role focused on building team capability, driving consistent pipeline health, and ensuring execution of the company’s consultative sales strategy. This position is responsible for team quota attainment, revenue predictability, pipeline coverage ratios and conversion rates, forecast accuracy, sales execution discipline, and talent development outcomes. The Sales Director partners closely with Marketing, Delivery, Client Success, and Product leadership to ensure alignment across the full client lifecycle and a cohesive go-to-market strategy.

At Prosci, we are a purpose-driven organization full of passionate, curious, and results-oriented people. Working at Prosci means being part of a dynamic team that is dedicated to our purpose of creating a world where change is done right. Join us and be part of a culture that thrives on continuous learning, growth, and making a difference.

Check out our website for more about our team and approach: https://www.prosci.com/about. 

Key Responsibilities

Sales Team Leadership & Performance Management

• Lead and manage the business development sales team across the North American market.
• Establish clear performance expectations, sales targets, and operating rhythms to drive predictable revenue outcomes.
• Monitor and manage team performance through weekly pipeline inspection with documented deal next steps, deal qualification enforcement, and performance coaching.
• Provide consistent feedback, skill development, and career growth support to sales team members.
• Partner with the VP, Sales and Talent team to recruit, onboard, and retain high-performing sales professionals.
• Foster a high-performance sales culture rooted in accountability, collaboration, and continuous improvement.

Sales Execution & Pipeline Leadership

• Oversee pipeline development, opportunity progression, and forecast accuracy and commit discipline across the client/business development team.
• Ensure disciplined use of CRM systems, data integrity, and adherence to defined sales processes and methodologies (e.g., MEDDPICC).
• Guide complex deal strategy, qualification, and negotiation planning to improve conversion and deal quality.
• Partner with the VP, Sales to provide regular performance reporting, forecasting insights, and market feedback.

Account Growth & Go-to-Market Execution

• Oversee account planning and business development strategies to drive expansion within key client segments.
• Ensure consistent execution of consultative, insight-led selling approaches across the team.
• Partner with Marketing to align demand generation initiatives, campaigns, and events with sales priorities.
• Collaborate with Delivery and Client Success teams to support successful transitions from sale to implementation and long-term client growth.

Cross-Functional Collaboration

• Serve as a key liaison between Sales and internal partners including Marketing, Product, Delivery, Legal, and Finance.
• Ensure alignment between client commitments, service delivery capabilities, and business objectives.
• Provide field insights to help inform solution development, messaging, and market positioning.

Market & Client Insight Leadership

• Maintain strong awareness of market trends, competitor positioning, and evolving client needs within professional services and advisory environments.
• Support executive-level client engagement as needed to strengthen strategic relationships and advance major opportunities.
• Represent Prosci at selected industry events and client forums.

Requirements

Success Profile

Based on this role’s scope and responsibilities, we are seeking candidates with the following minimum qualifications, skills, attributes, and competencies.

Competencies

• Plans and Aligns: Plans and prioritizes work to meet commitments aligned with organizational goals.
• Customer Focus: Building strong customer relationships and delivering customer-centric solutions.
• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.
• Develops Talent: Developing people to meet both their career goals and the organization’s goals.
• Collaborates: Building partnerships and working collaboratively with others to meet shared objectives.
• Instills Trust: Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Drives Results: Consistently achieve results, even under tough circumstances.

Technical/Functional Skills

• Experience implementing and reinforcing structured sales methodologies and pipeline management practices.
• Strong executive communication skills and ability to influence internal and external stakeholders.
• Proficiency with CRM platforms (e.g., Salesforce), sales analytics, and virtual collaboration tools.

Qualifications

• 10 years of experience in a quota-carrying B2B sales role, with 5+ years of experience leading a sales team.
• Proven success leading consultative sales teams selling professional services, advisory, consulting, or training solutions in complex buying environments.
• Prior experience leading teams of 5-10 quota-carrying sales professionals
• Demonstrated ability to lead team-based revenue performance and pipeline development in complex, multi-stakeholder sales environments.
• Strong track record of coaching and developing sales professionals to improve performance and capability.
• Experience implementing and reinforcing structured sales methodologies and pipeline management practices.
• Demonstrated ability to manage complex, multi-stakeholder buying processes.

Additional Information

Travel Requirements: This role requires 20-30% travel for conferences, direct client or partner meetings as needed.

Work Location: This is a remote role and open to either US or Canada.

Compensation: $275-285k CAD is the is the anticipated OTE (On-Target Earnings) salary range for this role, with a 50-50 split between base salary and variable comp.