Director, Enterprise Account Management

Summary

Join Docebo as the Director of Enterprise Account Management and lead a team of 5-8 account managers to drive growth in existing customer accounts. Increase revenue through upselling, cross-selling, and renewals while maintaining high customer satisfaction and retention. Oversee hiring, coaching, and retention of top sales talent. Develop and implement account strategies, mentor your team, and collaborate with other departments to ensure alignment on account strategies. Monitor account performance, provide updates to senior leadership, and present data to C-level executives. Manage multiple responsibilities, including sales management, strategy development, and lead generation. Act as an escalation point for critical customer issues and ensure effective communication within the team.

Requirements

• 10+ years of technology enterprise sales experience, preferably in a SaaS or software company
• Strong experience leading enterprise sales teams
• Experience in B2B software sales
• Proven experience in Human Resources and Learning Technologies
• Bachelor’s degree or equivalent knowledge/experience
• Proven track record of growing a customer base and consistently exceeding revenue targets
• Excellent oral and written English communication skills
• Strong use of insights and data-driven decision making to inform the sales process
• Ability and willingness to travel both nationally and internationally up to 60%

Responsibilities

• Develop and implement account strategies to drive revenue growth through upselling and cross-selling within the existing customer base
• Lead and mentor a team of 5-8 enterprise account managers, ensuring the team meets revenue and retention targets
• Hire, onboard, coach, develop, motivate, and retain top-performing sales professionals
• Collaborate with Professional Services, Customer Success, and New Business to ensure alignment on account strategies and opportunities for expansion
• Oversee the creation and execution of account plans that focus on increasing customer engagement, satisfaction, and value realization
• Monitor and analyze account performance, providing regular updates and insights to senior leadership
• Present actionable data to C-level executives in a clear and succinct manner
• Ensure a high level of forecast accuracy by driving a culture of consistent reporting and results tracking
• Manage multiple responsibilities including sales management, strategy development, and lead generation
• Drive cross-functional collaboration to align internal resources for account success, ensuring the delivery of value-added services to customers
• Act as an escalation point for critical customer issues, working to resolve concerns in a timely and effective manner
• Ensure effective communication and knowledge sharing within the team and across global offices
• Monitor sales metrics and performance to ensure team success