Account Executive - Sydney

Summary

The Account Executive role drives large enterprise growth engagements with new and existing strategic accounts and architects change success plans to help our enterprise clients establish change management capability. In this role you’ll have an opportunity to engage with C-level executives and senior leaders in Fortune 500 organizations to manage complex change management initiatives and lead a consultative sales process to secure multi-service engagements. The Senior Account Executive will be a self-starter with a proven track record of building relationships, structuring and selling sophisticated holistic solutions aligned to customer needs, and successfully navigating complex sales cycles with multiple stakeholders.

Requirements:
This is not a traditional sales role

At Prosci, we don’t sell transactions. We partner with senior leaders across government and large enterprises to help them successfully lead and embed change.

This is a senior business development role with a clear mandate to hunt, open doors, and build the NSW and New Zealand enterprise territory. You will be responsible for originating new opportunities across NSW State Government, large NSW‑based enterprises, and the New Zealand market, often engaging organisations early in their transformation journey.

We operate across both short and long buying cycles. Some opportunities move quickly; others require sustained executive engagement, education, and discipline over time. Success in this role depends on your ability to balance velocity with rigour, while consistently meeting structured quota attainment requirements.

A critical part of the role is the ability to holistically educate prospects on what good change management looks like — moving conversations beyond training or point solutions, and positioning Prosci as a strategic partner in enterprise‑wide transformation.

Why this role is different

Enterprise‑grade hunting
This is not volume prospecting. You will originate and shape high‑value enterprise opportunities across complex environments.

Consultative selling is essential
Success requires the ability to lead informed, structured conversations that diagnose enterprise challenges, establish value, and guide prospects toward sustainable change outcomes.

Multiple buying cycles
You will manage opportunities that close quickly alongside those that require long‑term stakeholder alignment, education, and persistence.

Commercial accountability
This role carries clear quota expectations, disciplined pipeline management, and accountability for converting demand into measurable outcomes.

Who you are

You are a senior enterprise business development professional with a strong hunter mindset and the resilience to operate across complex, multi‑stakeholder environments.

You are comfortable initiating executive‑level conversations where no prior relationship exists and educating senior leaders on the value of structured change management. You understand that enterprise selling requires patience, credibility, and the ability to guide prospects toward clarity — not pressure them into premature decisions.

You bring strong commercial discipline, confidence navigating both short and long sales cycles, and the ability to consistently convert opportunity into results.

Key Responsibilities

• Hunt and originate new enterprise opportunities across NSW and New Zealand.
• Build and execute a territory development strategy focused on new logo acquisition and pipeline creation.
• Open doors within NSW State Government and large NSW‑based enterprises, creating early‑stage demand.
• Develop opportunity within the New Zealand market, building credibility and awareness from the ground up.
• Lead consultative, executive‑level conversations focused on transformation outcomes and change capability.
• Educate prospects on what good change management looks like at enterprise scale.
• Qualify, progress, and close opportunities across both short and long buying cycles.
• Maintain disciplined forecasting, pipeline management, and CRM hygiene aligned to quota expectations.
• Collaborate with internal teams once opportunities are established to shape and progress solutions.

Skills & Experience Required

• Proven experience in senior enterprise business development or complex B2B sales.
• Demonstrated success as a hunter, opening doors and creating demand in complex environments.
• Experience operating across both short and long sales cycles.
• Strong consultative selling capability — education‑led, outcome‑focused, and value‑driven.
• Track record of quota attainment within structured sales environments.
• Strong understanding of NSW State Government and large enterprise landscapes.
• Ability to operate effectively within New Zealand’s business and cultural context.
• Experience with MEDDPICC / MEDDPPICC sales methodology is a strong advantage.
• High level of executive presence, commercial discipline, and resilience.

Why Join Prosci ANZ?

• Work with the global leader in change management.
• Senior, high‑impact business development role with clear territory ownership.
• Opportunity to build and shape the NSW & New Zealand enterprise pipeline.
• Competitive base salary plus uncapped commission.
• Bi‑annual business performance bonus.
• Access to globally recognised sales and change methodologies.
• Supportive, high‑performing ANZ leadership team.
• Flexible working environment with a NSW base.

Benefits:
Work Location: Hybrid remote with frequent travel required for client meetings, events, and other business needs. Candidates must be based in near Sydney and willing to travel regularly, with up to 50% of their time spent traveling domestically and potentially internationally as needed.

Compensation: Will vary based on candidate experience, qualifications and location. Currently includes participation in a discretionary annual bonus scheme, access to LinkedIn Learning and multiple employee-led interest and resource groups.

At Prosci, you’ll find more than a job. Here, you can contribute to meaningful work in the world, co-create your professional experience, and learn and grow. Our global team is rich in experiences and passion for helping our clients create change success.

Prosci is an equal opportunity employer that is committed to inclusion and diversity. Employment opportunities at Prosci are available to all applicants, without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, or any other legally protected characteristics. You can learn more about our efforts to build a more inclusive, equitable and diverse organisation: https://www.prosci.com/about/dei.

#LI-KC1