Principal - AI Transformation Lead

The Principal, AI Transformation Lead is the person a client's leadership team trusts with the question they have not figured out yet: what can AI actually do to transform our business, and how do we make that happen? Building that client trust is the job, and everything else follows from it. The Principal will own a book of AI transformation business from the first conversation to the delivered result. This is a sell-and-deliver role: the person who wins the work also leads it, which means credibility comes from being in the work rather than from just building a deck about it. The Principal will carry a bookings target, run the sale, then lead the engagement — showing a client where AI changes their work, running workshops with their teams to build AI capabilities, proving value with working prototypes, and guiding their people through the change.

Finding the work comes first. The Principal will build their own pipeline, and will work with Prosci's existing sales teams to find AI transformation opportunity inside the client relationships Prosci already holds after three decades of enterprise work. The practice delivers AI transformation as prime and is accountable for the outcome; a network of certified delivery partners carries out larger-scale customer software builds. The team is small by design, so the Principal will direct more work than they personally perform, and is expected to be AI-native in approach.

Since 1994, Prosci has focused on change. We pair a deep understanding of people with a proven methodology rooted in the ADKAR® model, and our training, advisory services, and licensing options (including Kaiya, our AI change management coach) help organizations build lasting change resiliency. We are a purpose-driven team of curious, results-oriented people working toward a world where change is done right.

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

Key role responsibilities include but are not limited to the following:

Business Development

• Carry a bookings target and own the book of business the role creates. The Principal is accountable for what gets sold, not only what gets delivered.
• Become the person a CHRO, COO or transformation lead calls early, before the plan is set, and protect that relationship, including when the right advice is not in Prosci's short-term interest.
• Run the full sale from first meeting to close: qualification, scoping, pricing and proposal.
• Build pipeline through speaking, thought leadership and outreach to a named target account list.
• Work with Prosci's sales teams to find AI transformation opportunities inside accounts Prosci already holds and open those conversations together under the established rules of engagement.
• Turn certification, Membership and practitioner relationships into organizational conversations, and pass core change management work to the right seller.

Client Delivery

• Learn how the client makes money, where the friction sits, and how change has landed with their people before, and frame the work in their language rather than Prosci's.
• Lead the engagements the role sells, as the senior Prosci voice and the client's point of accountability.
• Facilitate AI integration working sessions and executive briefings, bringing in subcontracted facilitators as accounts grow.
• Map how a team works, show where AI changes that work rather than adds to it, and build a first working prototype in their own environment.
• Lead the people side of the change, bringing forward Prosci's 30 years of discipline and research on how successful change happens, applying the Prosci Methodology and the ADKAR® Model.

Account Growth

• Grow each account one team at a time: win with the first team, turn that into sponsorship, then open the next function.
• Convert delivered work into recurring coaching and expert-access revenue and scope the larger work redesign engagements that follow.
• Carry six to ten accounts at once without loss of quality and own the commercial health of the book.

Partners and Technical Scoping

• Direct technical delivery through certified delivery partners so the client deals with one accountable partner, held to scope, timeline and quality.
• Stay fluent enough to build a first-draft agent and judge vendor claims, and route production-grade work to partners early.

Metrics & Outcomes

• Accountable for the role's primary KPIs: originated bookings, opportunity sourced from existing accounts, bookings attainment, teams per account, recurring revenue, delivery margin and client NPS.
• Land new accounts with a first paid team engagement, grow one to a second function in year one, and document the motion well enough to train the next Principal against it.

Requirements

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

Skills

• Consultative selling of six and seven-figure professional services to executive buyers, including pricing, proposals and deal structuring.
• Building pipeline through speaking, outreach, and growing existing accounts alongside an established sales team.
• Facilitating executive and team working sessions, and leading the people side of change.
• Practical use of enterprise AI assistants and agent tools, enough to build a first draft and scope a build.

Qualifications

• 7+ years in consulting, professional services or agency work where senior people both sell and deliver.
• A record of winning and closing consulting or advisory work against a number, including selling into an existing customer base alongside an established sales team.
• Experience leading AI, digital or business transformation work in complex enterprise environments.
• Hands-on builder with current AI models and agent tools, with prototypes or workflows you can walk us through
• Change management or transformation background strongly preferred; Prosci certification valued, not required at hire.

Competencies

• Drives Results: Delivers the number and does not let delivery work become the reason it slips.
• Persuades: Wins pursuits where the buyer is still forming the problem and secures sponsorship for work that changes jobs.
• Customer Focus: Stays close enough to the work to see the next opportunity before the client asks.
• Business Insight: Understands rate, margin and cost to acquire, and structures work that holds up in a P&L review.
• Tech Savvy: AI-native in how they work, fluent with frontier AI tools, and able to build a working first draft and scope technical work credibly.
• Manages Ambiguity: Sells and delivers while the offering and pricing are still moving.
• Manages Complexity: Holds six to ten accounts and partner workstreams at once.
• Builds Networks: Turns speaking, thought leadership and Prosci's existing relationships into originated pipeline.
• Collaborates: Co-sells with core sellers without competing for credit.
• Communicates Effectively: Explains a complex offering to executives who are not AI or change management experts.

Benefits

Additional Information

Travel Requirements: This role may require up to 20% travel for client meetings and internal team meetings.

Work Location: Remote within the US.

Compensation: $154,500 - $193,000 is the projected range of annual base salary for this role depending on the candidate’s overall qualifications and experience. This role is eligible for inclusion in our bonus & commission programs.

Benefits: Through our experience and strategic focus on the people side of change, we know that by taking care of our people, we are taking care of our business. In addition to the compensation detailed above, we offer comprehensive wellness benefits, including generous flexible paid time off, holidays and volunteer time, medical, dental, vision, long-term and short-term disability programs, life insurance, pet insurance, 401k with company matching, and access to LinkedIn Learning.  Our “mostly virtual” culture is vibrant with many opportunities to collaborate with colleagues from around the world, get involved in employee-led interest and resource groups, and to meet up with team members at in-person local or market-wide events.

We hope you're interested in making a difference with us. Even if you don't feel that you meet every requirement listed in this job description, we still encourage you to apply. 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, veteran status, or any other legally protected characteristics. You can learn more about our efforts to build a more inclusive, equitable and diverse organization:

https://www.prosci.com/about/dei

If you require assistance due to a disability applying for open positions, please submit a request to: applicantsupport@prosci.com.