Senior Enterprise Account Executive, Docebo
CA$216.6-288.8k
OTE
+ Equity
In office Tuesday-Thursday
3-5 days a week in office (York Street, ON)
Multi-product learning suite
Be an early applicant
Multi-product learning suite
501-1000 employees
Be an early applicant
CA$216.6-288.8k
OTE
+ Equity
In office Tuesday-Thursday
3-5 days a week in office (York Street, ON)
501-1000 employees
Company mission
To redefine the way enterprises learn by applying new technologies to the traditional corporate learning management system market.
Role
Who you are
- 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
- 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
What the job involves
- 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 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
- 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
Our take
E-learning has become a huge sub-sector in the corporate training market. Driven by a growing trend of remote work and training, the global online e-learning market was approximately $325 billion in 2025 and is forecasted to grow considerably, up to $665.06 billion by 2031.
Docebo is one of the key players in this industry, its easy-to-use, highly configurable and affordable learning platform has the end-to-end capabilities and critical functionality needed to train internal and external workforces, partners and customers. Bringing a broad range of learning materials together on one platform has created a highly scalable product that has become a market leader over the last decade.
Docebo's client base includes some of the world's biggest companies, such as Amazon, Walmart and Coca-Cola. The company's international expansion strategy has remained its primary focus, building offices worldwide, acquiring companies (such as Skillslive) and completing two successful IPOs.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
9% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Feb 2015
$3m
SERIES A
Feb 2012
$2.8m
SEED
Total funding: $6m
Company HQ
Fashion District, Toronto, ON
Leadership
Claudio Erba
(Founder & Chief Innovation Officer)Former Product Manager for Selpress. Former Board Member VP at Rysto.
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