Principal, AI Transformation Lead

The Principal, AI Transformation Lead is the trusted advisor for a client’s leadership team, tasked with answering the critical question: what can AI actually do to transform their business, and how do we make that happen? Building trust is the foundation of this role, and everything else follows from it. The Principal will own the entire AI transformation lifecycle—from the initial client conversation to the final delivered result.

This is a sell-and-deliver role: the individual who wins the work also leads it. Credibility is earned through hands-on involvement, not just through presentations. The Principal will carry a bookings target, manage the sales process, and then lead the engagement—demonstrating AI’s impact on the client’s operations, facilitating workshops to build AI capabilities, delivering working prototypes, and guiding the client’s team through the change.

Finding the right opportunities is the first priority. The Principal will build their own pipeline while collaborating with Prosci’s existing sales teams to identify AI transformation opportunities within existing client relationships. Prosci delivers AI transformation as a core service and is accountable for the outcome, leveraging a network of certified delivery partners for larger-scale software builds. The team is intentionally small, so the Principal will direct more work than they personally perform and is expected to be deeply knowledgeable about AI.

Key Role Responsibilities

Key responsibilities include:

Business Development

• Carry a bookings target and own the book of business created by the role. Accountability extends to both sales and delivery outcomes.
• Position yourself as the go-to advisor for CHROs, COOs, or transformation leads, establishing and maintaining these relationships even when advice may not align with Prosci’s short-term interests.
• Handle the entire sales process, from initial qualification and scoping to pricing and proposal finalization.
• Build a pipeline through speaking engagements, thought leadership, and targeted outreach to named accounts.
• Collaborate with Prosci’s sales teams to uncover AI transformation opportunities within existing client accounts and initiate conversations under established engagement rules.
• Convert certification, membership, and practitioner relationships into broader organizational discussions, ensuring core change management work is directed to the appropriate seller.

Client Delivery

• Understand how the client generates revenue, identify operational friction points, and analyze past change initiatives to frame the AI transformation in terms the client understands.
• Lead the engagements sold by the role, serving as the senior Prosci representative and the client’s primary point of accountability.
• Facilitate AI integration workshops and executive briefings, bringing in subcontracted facilitators as accounts scale.
• Map out how a team operates, identify where AI can streamline or transform their workflows, and develop a working prototype within the client’s environment.
• Lead the human side of change, applying Prosci’s 30 years of research and the ADKAR® model to ensure successful implementation.

Account Growth

• Grow each account incrementally by winning over one team at a time, securing sponsorship, and then expanding to additional functions.
• Convert one-time engagements into recurring coaching and expert-access revenue, while scoping larger-scale work redesign projects.
• Manage six to ten accounts simultaneously without compromising quality and ensure the commercial health of the book of business.

Partners and Technical Scoping

• Oversee technical delivery through certified partners, ensuring clients interact with a single accountable partner who meets scope, timeline, and quality standards.
• Maintain sufficient technical fluency to draft initial AI agents and evaluate vendor claims, routing production-grade work to partners early.

Metrics & Outcomes

• Be accountable for key performance indicators including originated bookings, opportunities sourced from existing accounts, bookings attainment, teams per account, recurring revenue, delivery margin, and client Net Promoter Score (NPS).
• Secure new accounts with a first paid team engagement, grow one account to a second function within the first year, and document the process to train future Principals.

Requirements

Candidates should possess 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, proposal development, and deal structuring.
• Pipeline development through speaking engagements, outreach, and growing existing accounts alongside an established sales team.
• Facilitating executive and team workshops, and leading the people side of change.
• Practical experience with enterprise AI assistants and agent tools, sufficient to draft initial prototypes and scope builds.

Qualifications

• 7+ years in consulting, professional services, or agency work where senior professionals both sell and deliver.
• A track record of winning and closing consulting or advisory engagements against a target, including selling to existing customer bases alongside established sales teams.
• Experience leading AI, digital, or business transformation work in complex enterprise environments.
• Hands-on experience building with current AI models and agent tools, with prototypes or workflows ready to demonstrate.
• Change management or transformation background strongly preferred; Prosci certification is a plus but not required.

Competencies

• Drives Results: Ensures targets are met and delivery work does not become an excuse for missed deadlines.
• Persuades: Wins pursuits where buyers are still defining the problem and secures sponsorship for transformative work.
• Customer Focus: Remains closely aligned with client work to identify opportunities before they are explicitly requested.
• Business Insight: Understands pricing, margins, and cost to acquire, structuring work that holds up in profit and loss reviews.
• Tech Savvy: AI-native in approach, fluent with frontier AI tools, and capable of building a working prototype and credibly scoping technical work.
• Manages Ambiguity: Sells and delivers while the offering and pricing are still evolving.
• Manages Complexity: Effectively handles six to ten accounts and partner workstreams simultaneously.
• Builds Networks: Converts speaking engagements, thought leadership, and existing relationships into originated pipeline.
• Collaborates: Co-sells with core sellers without competing for credit.
• Communicates Effectively: Explains complex AI and change management concepts to non-expert executives.