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 can it be executed? Building trust is the foundation of this role, with the Principal owning the entire lifecycle of AI transformation projects—from initial consultation to final delivery. This is a sell-and-deliver position, where credibility is earned through hands-on work rather than theoretical presentations. The Principal will set bookings targets, lead sales efforts, and guide engagements, demonstrating AI’s impact through workshops, prototypes, and change management.

The Principal will independently build their pipeline, leveraging Prosci’s existing client relationships—spanning three decades of enterprise work—to identify AI transformation opportunities. The practice delivers AI transformation as a core service and holds partners accountable for outcomes, with certified delivery partners handling larger-scale software builds. The team is intentionally small, requiring the Principal to oversee more work than they personally execute, while maintaining an AI-native approach.

Key Role Responsibilities

• Own the entire book of AI transformation business, from initial sales conversations to final delivery.
• Build and maintain trust with CHROs, COOs, and transformation leads, even when advice may not align with Prosci’s short-term interests.
• Lead the full sales process, including qualification, scoping, pricing, and proposal development.
• Develop 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 relationships.
• Convert certifications, memberships, and practitioner relationships into organizational conversations, ensuring core change management work is directed to the right sellers.

Client Delivery

• Understand how clients generate revenue, identify operational friction points, and assess past change initiatives to frame AI solutions in their language.
• Lead sold engagements as the senior Prosci representative and primary client accountability point.
• Facilitate AI integration workshops and executive briefings, engaging subcontracted facilitators as accounts scale.
• Map client workflows, demonstrate AI’s transformative impact, and develop first working prototypes in their environment.
• Lead the human side of change, applying Prosci’s 30-year methodology and the ADKAR® Model to ensure successful adoption.

Account Growth

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

Partners and Technical Scoping

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

Metrics & Outcomes

• Accountability for primary KPIs: originated bookings, opportunities from existing accounts, bookings attainment, teams per account, recurring revenue, delivery margin, and client NPS.
• Secure initial paid engagements with new accounts, expand to a second function in year one, and document the process for training future Principals.

Requirements

Candidates must meet the following minimum qualifications, skills, and attributes. Preferred qualifications are also noted.

Skills

• Consultative selling of six- and seven-figure professional services to executive buyers, including pricing, proposals, and deal structuring.
• Pipeline development through speaking, outreach, and account expansion alongside established sales teams.
• Facilitation of executive and team working sessions, with a focus on leading the human aspects of change.
• Practical experience with enterprise AI assistants and agent tools, enabling first-draft builds and technical scoping.

Qualifications

• 7+ years in consulting, professional services, or agency work where senior roles involve both selling and delivering.
• A track record of winning and closing consulting or advisory work against targets, including selling to existing customers alongside sales teams.
• Experience leading AI, digital, or business transformation projects in complex enterprise environments.
• Hands-on experience building with current AI models and agent tools, with deliverable prototypes or workflows.
• Change management or transformation background strongly preferred; Prosci certification is a plus but not required.

Competencies

• Drives Results: Prioritizes hitting targets and ensures delivery work does not derail progress.
• Persuades: Wins pursuits where buyers are still defining problems 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 financial reviews.
• Tech Savvy: AI-native, fluent in frontier AI tools, and capable of building first-draft agents while credibly scoping technical work.
• Manages Ambiguity: Sells and delivers while offerings 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.