In this role, as a strategic commercial leadership role responsible for transforming North America Public Programs (Open Enrollment) into a high-performing growth engine. Reporting directly to the President, North America, this role leads the development and execution of integrated growth strategies that accelerate Open Enrollment revenue performance, strengthen enterprise pipeline generation, expand market engagement, improve commercial conversion outcomes and with strong operational rigor.
This role serves as a key connector across Marketing, Enterprise Sales, Client Operations, Service Delivery, Partnerships, and Customer Success to align growth investments, optimize funnel performance, and drive measurable revenue impact. The Senior Director will lead initiatives that improve brand visibility, attract new audiences, increase high-intent prospect engagement, and enable strategies that convert Open Enrollment participation into enterprise client relationships.
The ideal candidate is a commercially minded leader who combines strategic vision with operational execution excellence. They bring deep expertise in enterprise growth strategy, demand generation, pipeline activation, and cross-functional leadership within a complex, matrixed organization.
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 ResponsibilitiesKey role responsibilities include but are not limited to the following:
Strategic Growth Leadership
- Develop and lead the North America Open Enrollment growth strategy aligned to revenue objectives, market expansion priorities, and enterprise commercial goals.
- Transform Open Enrollment from a programmatic offering into a strategic growth and opportunity generation engine.
- Establish a scalable commercial activation strategy that improves awareness, engagement, conversion, and long-term client value.
- Translate Market growth priorities into actionable go-to-market strategies, investment plans, and operational execution roadmaps.
- Serve as a strategic advisor to North America leadership on growth opportunities, funnel performance, market trends, and commercial activation priorities.
Revenue Activation & Enterprise Opportunity Development
- Lead the development and execution of OE-to-enterprise conversion strategies that accelerate pipeline generation and enterprise opportunity creation.
- Partner closely with Marketing and Enterprise Sales leadership to optimize demand generation, account-based marketing (ABM), lead activation, and conversion effectiveness.
- Establish lead management frameworks, service-level agreements (SLAs), activation processes, and commercial operating rhythms to improve conversion and accountability.
- Identify high-intent prospect segments and implement targeted activation strategies, including OE participant engagement, abandoned cart recovery, nurture campaigns, partnerships, and event follow-up.
- Drive strategies that increase enterprise client engagement and improve long-term commercial relationship development.
Commercial Operations & Funnel Performance
- Own commercial performance visibility across the OE growth funnel, including registrations, lead conversion, opportunity creation, campaign effectiveness, and revenue contribution.
- Establish KPIs, dashboards, reporting frameworks, and governance mechanisms that support data-driven commercial decision-making.
- Analyze market, campaign, pipeline, and conversion data to identify growth opportunities, operational gaps, and investment priorities.
- Partner with Finance, Marketing, and Sales leadership to align growth investments and prioritize initiatives with the greatest commercial impact.
Cross-Functional Leadership & Operating Model Transformation
- Lead transformation of the OE operating model toward growth-focused execution, commercial accountability, and enterprise alignment.
- Drive cross-functional collaboration across Marketing, Enterprise Sales, Client Operations, Service Delivery, Partnerships, and Customer Success to improve client experience and growth execution.
- Identify and implement process improvements, automation opportunities, and scalable systems that improve efficiency, speed, and conversion performance.
- Build operational alignment between OE strategy, enterprise sales priorities, and delivery capabilities.
Partnerships & Market Expansion
- Lead the North America OE Partnerships strategy to expand market reach, client engagement, and revenue growth opportunities.
- Establish partnership objectives, success metrics, and activation strategies aligned to enterprise growth priorities.
- Evaluate emerging market opportunities, competitive trends, and industry shifts to inform strategic growth decisions.
- Support initiatives that strengthen Prosci’s brand visibility, market presence, and competitive positioning.
Leadership & Team Development
- Lead, coach, and develop high-performing growth-focused team members aligned to commercial priorities and organizational values.
- Foster a culture of accountability, innovation, collaboration, and continuous improvement.
- Build organizational capability in growth activation, pipeline development, and cross-functional commercial execution.
RequirementsSuccess Profile
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.
Competencies- Strategic leadership: Translates enterprise strategy into scalable commercial growth initiatives with clear priorities and measurable outcomes.
- Commercial acumen: Understands market dynamics, funnel performance, conversion levers, and investment tradeoffs that drive revenue growth.
- Execution excellence: Builds alignment and drives decisions across senior leadership stakeholders and cross-functional team.
- Cross-functional influence: Aligns stakeholders across Marketing, Enterprise Sales, Customer Success, Operations, and Delivery.
- Client focus: Optimizes experiences and programming to strengthen engagement and long-term relationships.
- Continuous improvement & Innovation: Identifies opportunities to improve processes, scalability, automation and growth effectiveness.
- Experience within professional services, enterprise learning, consulting, SaaS, or transformation-focused organizations.
- Experience leading Open Enrollment, training, event-based, or lifecycle-driven commercial growth strategies.
- Familiarity with Salesforce, marketing automation platforms, and funnel analytics/reporting tools.
- Experience implementing commercial process transformation, automation, or scalable growth operating models.
- Knowledge of Prosci methodology, offerings, enterprise client landscape, and change management industry trends.
- 12+ years of progressive commercial leadership experience across enterprise sales, growth strategy, revenue operations, demand generation, business development, or go-to-market leadership.
- Demonstrated success developing and executing growth strategies tied to measurable revenue and pipeline outcomes.
- Experience leading cross-functional growth transformation initiatives within complex, matrixed organizations.
- Strong understanding of enterprise funnel dynamics, lead conversion, account-based marketing, and commercial activation strategies.
- Experience partnering closely with Marketing, Sales, Operations, and Customer Success leaders to drive enterprise growth outcomes.
- Proven ability to establish KPIs, governance structures, operational cadences, and accountability frameworks.
- Strong executive communication, stakeholder management, and influencing skills.
- Experience leading and developing high-performing teams.
- Bachelor’s degree in Business, Marketing, Communications, or related field (or equivalent experience).
Travel Requirements: This role requires 15-20% travel for leadership meetings, client events, conferences, and strategic planning sessions.
Work Location: This is a remote role - open to candidates in the US or Canada.
Compensation: $200-225k CAD is the anticipated OTE (On-Target Earnings) salary range for this role, with a 70-30 split between base salary and variable comp.
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