Senior Enterprise Account Executive

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 i…