Senior Sales Manager

Role Overview

• 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.
• 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.
• 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.
• 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.
• 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

• 7+ of experience in a quota-carrying B2B sales role, with 3+ 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.
• Travel Requirements: This role requires 20-30% travel for conferences, direct client or partner meetings as needed.