Senior Account Executive – Enterprise

Role Overview

• Own a Named Enterprise Territory: Build and execute a territory plan for a defined list of named enterprise accounts across North America, with clear focus on whitespace, prioritization, and multi-threaded engagement.
• Drive Net-New Revenue: Prospect, qualify, and close new business opportunities; this role is 100% new logo acquisition (no ongoing account management book of business).
• Strategic Account Planning: Develop detailed account plans for top targets, including stakeholder maps, opportunity hypotheses, competitive positioning, and sequenced engagement strategies.
• Lead Complex Sales Cycles: Orchestrate end-to-end enterprise sales motions from first conversation through signature, including discovery, business case development, evaluation management, and commercial negotiation.
• Engage Senior Stakeholders: Build trusted relationships with senior business and IT leaders (including HR, L&D, CIO, CTO, and other C-level executives), positioning Docebo as a strategic partner in learning transformation.
• Articulate Value & ROI: Collaborate with value engineering and solutions resources to quantify business outcomes, deliver compelling ROI analyses, and tie Docebo’s capabilities to critical customer initiatives.
• Partner Cross-Functionally: Coordinate with Business Development, Solutions Engineering, Marketing, Professional Services, Customer Success, and Product to align on account strategy and ensure a frictionless customer buying experience.
• Forecast with Discipline: Maintain an accurate, up-to-date pipeline in Salesforce, providing clear visibility into territory health, deal stages, risks, and forecast commitments.
• Leverage Data & Tools: Use CRM, sales engagement platforms, and market insights to prioritize efforts, refine territory strategy, and continuously improve win rates and cycle times.
• Champion Docebo in the Market: Represent Docebo at industry events, webinars, and customer meetings as a credible thought partner on learning, HR-tech, and AI in the enterprise.
• Coach & Collaborate with BDRs: Partner with Business Development to focus outbound efforts on the right accounts, refine messaging, and improve meeting quality and pipeline generation.

Requirements

• Experience: 8-10 years of quota-carrying SaaS sales experience, with at least 5 years focused on enterprise new business (hunter) roles.
• Enterprise Selling: Demonstrated success closing large, multi-stakeholder, multi-year SaaS deals in complex organizations (typically 5,000+ employees) within North America.
• Territory & Account Management: Proven ability to build and execute territory and named account plans, prioritize opportunities, and consistently deliver against ambitious pipeline and revenue targets.
• Domain Expertise (Preferred): Experience in HR-tech, LMS, or adjacent domains (e.g., HCM, talent, learning & development) and familiarity with modern learning and AI trends.
• Tools & Process: Proficiency with Salesforce (or equivalent CRM), sales engagement tools (e.g., LinkedIn Sales Navigator, Outreach), and web conferencing platforms (e.g., Zoom).
• Skills & Attributes:
• Strong executive presence and storytelling skills, comfortable presenting to C-suite.
• Excellent discovery, qualification, and negotiation capabilities.
• Highly organized, with strong follow-through and attention to detail.
• Collaborative, curious, and adaptable in a dynamic, high-growth environment.

Benefits

• Financial Wellness: Own a piece of Docebo through our Employee Share Purchase Plan (ESPP) at a 15% discount, plus a competitive compensation package.
• Your Well-Being, Covered: You’ll get access to health benefits, so you can get the care you need when you need it.
• Rest, Relax, Repeat: Rest and recharge with paid vacation days, two company-wide Docebo Days, floating holidays for cultural celebrations, and your birthday off!
• Family First: We provide coverage offering you time with your little one(s) so you can soak up all those precious moments. Fun fact: we had 30 Docebian babies join the family in 2025!
• Connections That Count: Connect with global communities through our Employee Resource Groups (including PRIDE, DWA, BIDOC, and Green Ambassadors) and company-wide events that keep the fun rolling all year long.