Senior Enterprise Account Executive

Job description

Artificial Intelligence. Actual Impact. At Docebo, we’re using AI to change how people learn at work—and we mean actually change it. We’re an AI-powered learning platform that helps organizations create, deliver, and manage training all in one place. But our real mission goes deeper: we help teams move faster, work smarter, and focus on the work that truly matters. Our platform is built with intelligent, time-saving tools that personalize learning, eliminate busywork, and turn training from a checkbox into a superpower. The result? Better experiences for learners and real results for businesses. We’re shaping the future of learning with a team that isn’t afraid to challenge the status quo. If you're excited by the idea of using AI to make work-life better for real people–you’ll feel right at home here. And it’s not just what we build, it’s how we show up. At Docebo, our values aren’t just posters on the wall—they guide how we work every day. We call it the Docebo Heart: trust by default, assume positive intent, and create space for different perspectives to thrive. So… what are you waiting for? Join 900+ Docebians around the world and help us reinvent the way people learn, because learning never stops. 🚀 THE ADVENTURE AHEAD The Senior Enterprise Account Executive (AE) is a senior-level, new business hunter responsible for acquiring net-new enterprise customers within a defined named account territory across North America. This role focuses on inspiring and educating prospective customers about Docebo’s learning platform, orchestrating complex sales cycles with C-level stakeholders, and driving predictable, sustainable revenue growth. The Senior Enterprise AE brings strong territory discipline, outstanding executive presence, and a proven ability to prioritize, penetrate, and win in large, multi-stakeholder accounts. ⚡ THE DAY-TO-DAY The responsibilities listed in this section are representative and not exhaustive. Additional duties may be assigned as needed. - 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. 🧠 YOUR SUPERPOWERS To thrive as a Senior Enterprise Account Executive, you bring a hunter mindset and a disciplined approach to managing a large, complex territory of named enterprise accounts. You are curious about learning technology and HR-tech trends, comfortable navigating both business and technical conversations, and skilled at translating customer challenges into clear, compelling Docebo solutions. You prioritize ruthlessly, focus your time where it matters most, and manage multiple strategic pursuits in parallel without losing attention to detail. You are coachable, accountable, and resilient, with a consistent track record of meeting and exceeding quota in new business roles. You collaborate naturally with internal teams, communicate clearly, and are confident operating in a fast-paced, high-growth environment where expectations are high and the bar for execution is even higher. - 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). - Executive Storytelling: Strong executive presence and storytelling skills, comfortable presenting to C-suite - Deal Orchestration: Demonstrates excellent discovery, qualification, and negotiation capabilities to drive opportunities forward. - Precision & Discipline: Highly organized, with a strong focus on follow-through and exceptional attention to detail. - Adaptive Mindset: Collaborative, curious, and thrives in a dynamic, high-growth environment. - Willingness to Travel: Ready to hit the road up to ~30% across North America for high-stakes customer meetings, events, and internal alignment. OUR HYBRID WORK PHILOSOPHY 🤝 Great work can happen anywhere but coming together helps us go further. Our team spends three days a week in the office (Tuesday-Thursday) to collaborate, solve problems, and learn from each other. With flexibility the rest of the week, it’s a balance designed to help everyone do their best work and keep growing. OUR TOTAL REWARDS PHILOSOPHY 🎉 Our Total Rewards Philosophy centers around three core areas to reward and care for our People: - Rewarding Impact: We lead with competitive pay to reward the impact, skills and traits that fuel our success. - Fostering Holistic Wellbeing: We care deeply about and invest in the whole person with programs that support our people’s physical, mental, and financial well-being. - Empowering Our Talent Culture: We build a culture of trust and empowerment by designing our rewards and benefits with transparency, equity, and flexibility, enabling our people to do their best work and stay for the long haul. OUR PROMISE TO YOU 😍 - 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. ABOUT DOCEBO 💙 At Docebo, we create seamless, AI-powered learning experiences for over 3,000 customers worldwide. We have successfully achieved two IPOs (TSX: DCBO & NASDAQ: DCBO https://www.docebo.inc/home/default.aspx), been recognized as a top SaaS e-learning solution, and are growing exponentially in the process. We're a global company, with office across North America, EMEA, APAC, and beyond. Our team is guided by five core values—Grow Together Win Together, Build with Our Customer, Clear is Kind, Own Outcomes, Progress Over Perfection—that shape everything we do. If this resonates with you, now is the perfect time to join one of the fastest-growing learning technology companies in the world. Docebo is an Equal Employment Opportunity employer https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf. We are committed to diversity and inclusion in our workforce. All qualified applicants and employees will receive consideration for employment regardless of their race, colour, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, citizenship status, age, disability, genetic information, or any other category protected under applicable law. As a federal contractor, Docebo is committed to the principles of affirmative action and equal employment opportunity for protected veterans and individuals with disabilities. Docebo does not discriminate because of protected veteran status or on the basis of disability, and Docebo takes affirmative action to employ and advance in employment qualified protected veterans and individuals with disabilities. Any individuals requiring a reasonable accommodation or would like to voluntarily disclose a disability or protected veteran status to assist with their employment application should send an e-mail to recruiting_accommodations@docebo.com. 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