Prosci

Account Executive

Prosci

full-time

Posted on:

Location Type: Hybrid

Location: Sydney • Australia

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About the role

  • 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.

Requirements

  • 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.
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.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B salesbusiness developmentpipeline managementCRM hygieneMEDDPICC sales methodologyMEDDPPICC sales methodology
Soft Skills
consultative sellingexecutive presencecommercial disciplineresilienceoutcome-focusedvalue-driven