Director, Mid-Market Account Management

Docebo

102d

About The Position

The Director of Mid-Market Account Management at Docebo is responsible for driving revenue growth, retention and team performance across the customer base by leading a team of frontline managers. This role focuses on enabling predictable growth through disciplined pipeline management, consistent execution, and high-performing sales leadership. Reporting directly to the VP of Sales, the Director will oversee hiring, coaching, and developing sales leaders to ensure their teams consistently meet and exceed revenue, pipeline, and retention targets.

Requirements

• 10+ years of technology sales experience, preferably in SaaS or software.
• 3–5 years of experience managing frontline sales leaders (managing managers).
• Proven success leading mid-market or commercial sales teams with ACVs in the $30K–$150K range.
• Strong understanding of modern sales methodologies (MEDDPICC preferred) and pipeline management best practices.
• Demonstrated success in building, scaling, and leading high-performing sales organizations.
• Excellent oral and written communication skills, including executive-level presentation.
• Data-driven mindset with a track record of driving process discipline and forecast accuracy.
• Bachelor’s degree or equivalent experience.
• Ability and willingness to travel nationally as needed (up to 40%).

Responsibilities

• Develop and execute a go-to-market strategy for the mid-market segment focused on expansion and retention.
• Lead, coach, and develop a team of 2-3 frontline sales managers, ensuring they drive accountability, performance, and professional growth within their teams.
• Hire, onboard, and retain top-performing sales leaders and account managers.
• Partner cross-functionally with Marketing, Customer Success, and Revenue Operations to ensure alignment on pipeline creation, forecasting, and territory coverage.
• Oversee accurate forecasting and pipeline management through consistent inspection and coaching.
• Collaborate with senior leadership to refine segmentation, coverage models, and compensation plans that support growth and scalability.
• Monitor team and individual performance metrics to identify trends, gaps, and opportunities for improvement.
• Serve as an escalation point for key deals, customer challenges, or process bottlenecks.
• Foster a high-performance culture centered on accountability, collaboration, and continuous improvement.
• Represent the mid-market organization in cross-functional leadership meetings, providing insight into performance, opportunities, and strategic initiatives.

Benefits

• Generous Vacation Policy, plus extra floating holidays to use for religious or cultural events that matter to you.
• Employee Share Purchase Plan.
• Career progression/internal mobility opportunities.
• Four employee resource groups to get involved with (the Docebo Women's Alliance, PRIDE, BIDOC, and Green Ambassadors).
• WeWork partnership and 'Work from Anywhere' program.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 501-1,000 employees