Principal – AI Transformation Lead

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a portfolio focused on AI transformation, managing it from the initial conversation to the final results delivered.

• Maintain a bookings target while managing the business portfolio you establish.

• Establish yourself as a trusted advisor to CHROs, COOs, and leaders in transformation.

• Oversee the entire sales process, from qualification to scoping, pricing, proposal, and closing.

• Generate a pipeline through speaking engagements, thought leadership, and outreach to designated target accounts.

• Recognize AI transformation prospects within Prosci's existing client relationships in collaboration with sales teams.

• Convert certification, membership, and practitioner connections into organizational discussions.

• Understand the client's business model, identify sources of friction and previous change experiences, and articulate this in the client’s terminology.

• Lead executed engagements as the senior Prosci representative and primary client point of accountability.

• Facilitate working sessions for AI integration and conduct executive briefings.

• Analyze team workflows, determine how AI alters processes, and develop a preliminary working prototype in the client's environment.

• Manage the human aspect of change utilizing the Prosci Methodology and ADKAR® Model.

• Expand accounts from initial team engagements to additional functional areas.

• Transform completed projects into recurring coaching and expert-access revenue streams.

• Define larger work redesign initiatives.

• Handle six to ten accounts while ensuring their commercial viability.

• Supervise technical delivery through certified partners, managing project scope, timelines, and quality.

• Create a first draft agent, evaluate vendor claims, and direct production-grade work to partners.

• Manage KPIs including originated bookings, existing-account opportunities, bookings achievement, teams per account, recurring revenue, delivery margin, and client NPS.

• Acquire new accounts with an initial paid team engagement, expand to a second function within the first year, and document the process to train future Principals.

⛳️ Requirements

• Consultative sales experience of six- and seven-figure professional services directed at executive buyers, encompassing pricing, proposals, and deal structuring.

• Build a pipeline through public speaking, outreach, and expanding existing accounts in conjunction with an established sales team.

• Facilitate executive and team working sessions while managing the human side of change.

• Practical experience with enterprise AI assistants and agent tools, sufficient to create initial drafts and outline builds.

• 7+ years of experience in consulting, professional services, or agency environments where senior professionals both sell and deliver services.

• Proven track record of securing and finalizing consulting or advisory projects, including sales to existing customer bases alongside a seasoned sales team.

• Experience in leading AI, digital, or business transformation initiatives in complex enterprise settings.

• Hands-on experience with current AI models and agent tools, with prototypes or workflows to demonstrate.

• A strong preference for candidates with a background in change management or transformation.

• Prosci certification is valued but not mandatory at the time of hire.

• Demonstrated ability to deliver results and manage project delivery in tandem with sales efforts.

• Capability to win pursuits where the buyer is still formulating the problem and secure sponsorship.

• Customer-oriented approach to identifying opportunities.

• Understanding of rates, margins, and acquisition costs, with the ability to structure work that withstands P&L reviews.

• An AI-native mindset, fluency with cutting-edge AI tools, and the ability to craft a working first draft and credibly scope technical work.

• Ability to sell and deliver while offerings and pricing are still evolving.

• Capacity to manage six to ten accounts and collaborative workstreams simultaneously.

• Ability to leverage speaking engagements, thought leadership, and existing Prosci relationships to generate new pipeline opportunities.

• Proficiency in co-selling with core sellers without competing for recognition.

• Skill in articulating complex offerings to executives who lack expertise in AI or change management.

🏝️ Benefits

• Up to 20% travel for client and internal team meetings.

• Incentive and commission programs.

• Generous flexible paid time off policy.

• Holidays and time allocated for volunteering.

• Medical insurance coverage.

• Dental insurance benefits.

• Vision insurance options.

• Long-term disability coverage.

• Short-term disability benefits.

• Life insurance plans.

• Pet insurance availability.

• 401(k) plan with company matching contributions.

• Access to LinkedIn Learning resources.

• Predominantly virtual work culture.

• Opportunities for collaboration with global colleagues.

• Employee-led interest and resource groups.

• In-person local or market-wide events.