Account Executive, Enterprise

<b>Artificial Intelligence. Actual Impact.</b><br/>At Docebo, AI isn’t just a buzzword — it’s how we help teams move faster, perform better, and focus on the work that actually matters. Our learning platform is built with smart, time-saving tools that personalize training, cut the busywork, and make learning feel like less of a chore (and more of a superpower).<br/>We’re building the future of learning, and we’re doing it with a team that loves to challenge the status quo. If you're excited by the idea of using AI to make work-life better for real people — not just in theory — you're in the right place.<br/>Still thinking it over? At Docebo, values aren’t just posters on the wall — they show up in how we work every day. We lead with what we call the <b>Docebo Heart:</b> we trust each other, assume positive intent, and make space for the differences that make our team stronger. <br/>So… what are you waiting for? Join 900+ Docebians around the world and help us reinvent the way people learn. <br/><b>About This Opportunity:</b><br/>We are seeking an experienced and driven Account Executive for the Enterprise sector to join our dynamic sales team. This role is responsible for identifying, prospecting, and closing large enterprise-level opportunities within the Learning Management System (LMS) space. The Account Executive will work closely with senior stakeholders, including C-suite executives, HR leaders, and L&amp;D professionals, to drive growth for our cutting-edge LMS solution. <h3>Responsibilities:</h3> <ul> <li>Target Enterprise Accounts: Drive the acquisition of new business by targeting large enterprise customers, identifying opportunities for growth, and building relationships with key decision-makers.</li><li>Solution Selling: Leverage deep knowledge of our Learning Management Solutions to present tailored solutions that address clients’ specific learning and development challenges.</li><li>Sales Strategy &amp; Execution: Develop and execute strategic account plans for large clients, setting clear objectives, managing a robust sales pipeline, and delivering on quarterly and annual revenue targets.</li><li>Stakeholder Management: Engage with C-level executives, HR and L&amp;D leaders, and other key stakeholders to build strong, lasting relationships and establish trust.</li><li>Negotiation &amp; Deal Closure: Lead contract negotiations, handle pricing discussions, and close high-value enterprise deals while ensuring alignment with company goals.</li><li>Collaborate with Internal Teams: Work cross-functionally with customer success, marketing, and implementation teams to ensure smooth delivery of our LMS solutions and positive customer experiences.</li><li>Use of Sales Methodologies: Implement proven sales methodologies such as MEDDPICC to qualify leads, manage the sales process, and achieve the best possible outcomes.</li><li>CRM &amp; Reporting: Maintain up-to-date records of opportunities, contacts, and sales activities in CRM software, providing timely and accurate sales forecasts and reports to leadership.</li><li>Customer Success Focus: Work with clients to ensure their satisfaction post-sale and explore opportunities for upselling and cross-selling additional features or services.</li></ul> <h3>Requirements:</h3> <ul> <li>Experience: At least 5-7 years of experience in B2B sales, specifically in enterprise software.</li><li>LMS Experience: Prior experience selling Learning Management Systems or related technologies is highly desirable.</li><li>Fluent in French &amp; English</li><li>Proven Track Record: Demonstrated ability to close large, complex deals with enterprise clients, with a solid understanding of the sales lifecycle.</li><li>Relationship Building: Experience managing high-level relationships with senior executives and decision-makers across various industries.</li><li>Sales Methodology: Knowledge and experience with sales methodologies such as MEDDPICC, SPIN Selling, or Challenger Sales.</li><li>Negotiation Skills: Strong negotiation skills with a proven ability to manage pricing and contract discussions.</li><li>Communication Skills: Excellent verbal and written communication skills, with the ability to deliver impactful presentations and articulate complex concepts to a diverse audience.</li><li>Results-oriented: Ability to work under pressure to meet or exceed revenue targets while maintaining a customer-first mindset.</li><li>Technology Proficiency: Comfortable using CRM software (Salesforce or similar), Office 365, and other relevant sales tools.</li></ul><b>Benefits &amp; Perks</b> 😍-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<br/><b>Hybrid Office Model 🏢</b>We bel