Senior Account Executive - Enterprise

Docebo•Toronto, ON

5d•Hybrid

About The Position

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. Docebo is using AI to change how people learn at work. We’re an AI-powered learning platform that helps organizations create, deliver, and manage training all in one place. Our platform is built with intelligent, time-saving tools that personalize learning, eliminate busywork, and turn training from a checkbox into a superpower. 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. 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. Join 900+ Docebians around the world and help us reinvent the way people learn, because learning never stops.

Requirements

8-10 years of quota-carrying SaaS sales experience, with at least 5 years focused on enterprise new business (hunter) roles.
Demonstrated success closing large, multi-stakeholder, multi-year SaaS deals in complex organizations (typically 5,000+ employees) within North America.
Proven ability to build and execute territory and named account plans, prioritize opportunities, and consistently deliver against ambitious pipeline and revenue targets.
Proficiency with Salesforce (or equivalent CRM), sales engagement tools (e.g., LinkedIn Sales Navigator, Outreach), and web conferencing platforms (e.g., Zoom).
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.
Willingness to travel within North America (up to ~30%) for customer meetings, events, and internal sessions as needed.

Nice To Haves

Experience in HR-tech, LMS, or adjacent domains (e.g., HCM, talent, learning & development) and familiarity with modern learning and AI trends.

Responsibilities

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.
Prospect, qualify, and close new business opportunities; this role is 100% new logo acquisition (no ongoing account management book of business).
Develop detailed account plans for top targets, including stakeholder maps, opportunity hypotheses, competitive positioning, and sequenced engagement strategies.
Orchestrate end-to-end enterprise sales motions from first conversation through signature, including discovery, business case development, evaluation management, and commercial negotiation.
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.
Collaborate with value engineering and solutions resources to quantify business outcomes, deliver compelling ROI analyses, and tie Docebo’s capabilities to critical customer initiatives.
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.
Maintain an accurate, up-to-date pipeline in Salesforce, providing clear visibility into territory health, deal stages, risks, and forecast commitments.
Use CRM, sales engagement platforms, and market insights to prioritize efforts, refine territory strategy, and continuously improve win rates and cycle times.
Represent Docebo at industry events, webinars, and customer meetings as a credible thought partner on learning, HR-tech, and AI in the enterprise.
Partner with Business Development to focus outbound efforts on the right accounts, refine messaging, and improve meeting quality and pipeline generation.