VP, North America Sales

Overview

We are seeking a strategic, growth-oriented Vice President, North America Sales to lead and scale our business development and account management teams across US and Canada. This executive will be responsible for setting the vision, developing high-performing sales teams, and driving revenue growth across all of Prosci’s solutions, including training, advisory services, and enterprise programs.

This role is ideal for a seasoned sales leader who thrives in a consultative B2B environment and understands how to sell complex solutions to large and mid-market organizations, including HR, L&D, and business transformation leaders. This role will initially involve managing a mix of senior individual contributors and sales managers, with scope to grow as the sales team and market expand. This position offers a unique opportunity to shape the future of Prosci’s sales organization and make a significant impact on the company’s growth trajectory.

Since our founding in 1994, Prosci has been laser-focused on change. By combining our deep understanding of people with a proven methodology rooted in the creation of the ADKAR model, we’ve helped countless people and organizations thrive. Our solutions empower customers with lasting change resiliency through a unique blend of training, advisory services, and licensing options, including Kaiya, our AI change management coach.

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

Strategic Leadership & Growth

• Define and execute a comprehensive sales strategy aligned with North American business objectives.
• As part of the leadership team, align with Prosci Global process workstreams and support North America strategic market initiatives.
• Drive revenue growth across all product lines, including advisory services, licensing, and training.
• Expand market share by identifying new business opportunities and scaling enterprise engagements.
• Partner closely with key stakeholders, including North America Market President, Marketing, Product, Delivery, Customer Success, and Legal to ensure a cohesive go-to-market strategy.
• Collaborate with executive leadership to shape market positioning and competitive differentiation.
• Champion a customer-centric, insight-led sales culture grounded in Prosci’s mission and act as a Voice of Customer to help inform our customer-centric approach on key initiatives.

Sales Management & Execution

• Lead and inspire a growing team of sales professionals and sales managers across multiple roles and geographies.
• Establish and monitor KPIs, sales forecasts, and pipeline health to ensure consistent performance.
• Reinforce data integrity and consistency using systems such as Salesforce.
• Oversee the full sales lifecycle, from lead generation to contract negotiation and close.
• Expand enterprise relationships and drive strategic account growth through consultative selling.
• Partner with Marketing and Product teams to align on go-to-market initiatives.

Team Development

• Build a high-performance sales culture rooted in accountability, collaboration, and continuous improvement.
• Drive skill development through a structured, programmatic approach that strengthens sales effectiveness and deepens adoption of the MEDDPICC framework.
• Recruit, hire, onboard, develop and retain top sales talent in partnership with the Talent team.
• Provide ongoing coaching, mentorship, and career development opportunities, in direct support of Prosci’s Goals & Growth and mid and year-end Review process.
• Foster a culture of inclusion, innovation, and client-centricity across the sales organization.

Market & Client Engagement

• Deepen relationships with C-level clients across industries to position Prosci as a trusted partner.
• Stay close to market trends, competitor activity, and customer needs to inform positioning and offerings.
• Represent Prosci at key client meetings, industry events, and executive briefings.

Success Profile

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

Competencies

• Drives Results – Pursues goals with focus and discipline, leverages quantitative comparisons, and consistently demonstrates results across diverse selling environments.
• Strategic Mindset – Anticipates future trends and translates them into actionable strategies for growth and market leadership. Develops tactical approaches to execute internal sales strategy while aligning customer strategic goals to tailored solutions.
• Pipeline Management – Drives effective pipeline management by establishing clear standards, guiding strategic deal execution, and leveraging opportunity analytics to improve forecasting, coaching, and conversion across the sales organization.
• Builds Effective Teams – Builds strong-identity teams that apply diverse skills and perspectives to achieve common goals, while attracting, developing, and aligning high-performing sales talent to foster a culture of collaboration, accountability, and results.
• Communicates Effectively – Articulates vision and strategy clearly across all levels, inspires action through compelling communication, and adapts messaging to influence diverse stakeholders and drive business outcomes.
• Customer Focus – Creates trusted, long-term customer relationships and delivers tailored, customer-centric solutions that drive value in complex enterprise advisory environments.
• Process Management & Adherence – Ensures adherence to company policies by promoting process adoption, driving CRM utilization, clarifying roles and responsibilities, and proactively identifying and addressing process gaps.
• Develops Talent – Develops team members to meet both their career goals and the organization’s goals through coaching; actively supports the advancement of team members, effectively manages performance, ensures a pipeline of qualified successors.
• Collaborates – Builds strong relationships cross-functionally and works cooperatively with others across the organization to achieve shared objectives.
• Instills Trust – Gains the confidence and trust of others through honesty, integrity, and authenticity.

Qualifications

• 15+ years of progressive sales leadership experience, with at least 8 years managing large, distributed teams.
• Proven success in leading complex B2B enterprise sales in professional services, ideally advisory/consulting or training services.
• Proven ability to lead and inspire teams through complex sales transformation initiatives, fostering strong connections and driving sustained motivation and engagement.
• Demonstrated ability to scale sales operations across multiple regions or markets.
• Strong track record of exceeding revenue targets and driving sustainable growth.
• Deep understanding of change management, organizational transformation, or professional services is a plus.
• High emotional intelligence and executive presence, with the ability to influence senior stakeholders.
• Strong understanding of enterprise sales methodologies and pipeline management.
• Familiarity with training and advisory services business models.
• Ability to analyze sales data and market trends to inform strategy.
• Proficiency in CRM and sales platforms (e.g., Salesforce).
• Experience with virtual collaboration tools and Microsoft 365 suite.
• Willingness to travel across North America for client meetings, team development, and industry events.

Additional Information

Travel Requirements: This role requires up to 40% travel for client meetings, team development, industry events, and company events.

Work Location: This is a remote role within Canada.

Compensation: $300,000 CAD is the projected OTE (On-Target Earnings) for this role.