• Lead and manage the business development sales team across the North American market • Establish clear performance expectations, sales targets, and operating rhythms to drive predictable revenue outcomes • Monitor and manage team performance through weekly pipeline inspection with documented deal next steps, deal qualification enforcement, and performance coaching • Provide consistent feedback, skill development, and career growth support to sales team members • Partner with the VP, Sales and Talent team to recruit, onboard, and retain high-performing sales professionals • Foster a high-performance sales culture rooted in accountability, collaboration, and continuous improvement • Oversee pipeline development, opportunity progression, and forecast accuracy and commit discipline across the client/business development team • Ensure disciplined use of CRM systems, data integrity, and adherence to defined sales processes and methodologies (e.g., MEDDPICC) • Guide complex deal strategy, qualification, and negotiation planning to improve conversion and deal quality • Partner with the VP, Sales to provide regular performance reporting, forecasting insights, and market feedback • Oversee account planning and business development strategies to drive expansion within key client segments • Ensure consistent execution of consultative, insight-led selling approaches across the team • Partner with Marketing to align demand generation initiatives, campaigns, and events with sales priorities • Collaborate with Delivery and Client Success teams to support successful transitions from sale to implementation and long-term client growth • Serve as a key liaison between Sales and internal partners including Marketing, Product, Delivery, Legal, and Finance • Ensure alignment between client commitments, service delivery capabilities, and business objectives • Provide field insights to help inform solution development, messaging, and market positioning • Maintain strong awareness of market trends, competitor positioning, and evolving client needs within professional services and advisory environments • Support executive-level client engagement as needed to strengthen strategic relationships and advance major opportunities • Represent Prosci at selected industry events and client forums