As a Services Sales Executive, you are the commercial engine of our PS go-to-market motion. You work alongside Account Executives and Account Managers from the earliest stages of a deal, translating complex customer requirements into structured, outcome-driven services proposals. You own the full pre-sales lifecycle for Professional Services: scoping, solution design, pricing, partner engagement, and close. This is not a support role. You carry a quota, run your own deal book, and are accountable for the quality and commercial outcome of every services proposal you put in front of a customer. You thrive in fast-moving enterprise environments, know how to build trust with senior stakeholders, and bring the discipline and judgment to know when to push and when to flex. Primary responsibilities, including but not limited to: The responsibilities listed in this section are representative and not exhaustive. Additional duties may be assigned as needed. Own the Services Pre-Sales Process • Lead all PS pre-sales activity on Signature and Enterprise deals - from qualification through scoping, proposal, and contract execution. • Conduct structured services scoping calls with prospective clients to understand implementation requirements, resource constraints, timeline drivers, and organizational complexity. • Translate customer business objectives into tailored services proposals that combine the right mix of Docebo onboarding tiers, partner-delivered services, and add-on offerings. • Build and manage the Professional Services Blueprint (PS Blueprint) as the deal's single source of truth throughout the sales cycle. • Price services accurately and at a fixed rate using approved pricing templates and frameworks; provide clear Salesforce SKU guidance to Account Executives. Navigate Complex Deal Environments • Lead the services contribution to RFP/RFx responses: reading procurement documents, submitting Q&A questions, contributing to narrative documents, and ensuring all services-related sections are accurate and commercially defensible. • Engage and coordinate implementation partners as needed - sourcing appropriate partners based on capability, geography, and capacity; incorporating their quotes into the overall services proposal with a consistent markup model. • Manage multi-phase, multi-partner global implementations, including partner relationship health, mid-deal partner transitions, and ongoing partner governance. • Produce and execute Statements of Work (SOWs) for upsell and net-new deals; manage the DocuSign process for partner contracts within required timelines upon deal close. • Hold the line on scope discipline: no implementation costs should reach a customer without PS sign-off, and no services commitments should be made outside of the formal proposal process. • Lead or contribute to process design initiatives including SOW template modernization, intake SLA frameworks, and partner engagement governance. Partner Across the Revenue Organization • Collaborate daily with Account Executives, Account Managers, Customer Success Managers, and Solution Consultants to ensure PS is engaged early and effectively in every qualifying deal. • Actively brief Account Executives on services strategy and help them identify and position implementation value as a deal accelerator. • Serve as the commercial bridge between what is sold and what PS can deliver - maintaining alignment with PS leadership on delivery capacity and operational constraints. • Contribute to Salesforce opportunity hygiene: ensuring onboarding tiers, SKUs, partner costs, and deal fields are accurate and up to date. Drive Revenue Performance • Carry and be accountable to a monthly services quota covering new business and upsell across a North America-focused territory. • Track and report pipeline activity, forecast accuracy, and deal progression against defined metrics. • Triage and prioritize deal pipeline under capacity constraints, making sound judgment calls on where to invest services sales time. • Identify expansion opportunities within the existing customer base and engage with AMs and CSMs to bring those opportunities to close. • Contribute input from the field to the development of new service offerings, packaging improvements, and go-to-market process enhancements. What it takes to be successful: You are commercially sharp, operationally disciplined, and genuinely curious about how organizations learn and grow. You know how to build credibility with enterprise buyers fast, and you bring the judgment to navigate complex, multi-stakeholder deals without losing sight of what the customer actually needs. You are equally comfortable running a scoping call, negotiating a partner quote, and making sure the right SKU lands in Salesforce before the deal closes. You take ownership of the details and know that getting them right is what turns a good proposal into a closed deal. Education and Experience: • 8+ years of experience in Professional Services sales, pre-sales, or services solutioning - ideally within a SaaS or enterprise software environment • Demonstrated track record of carrying and meeting a quota tied to services or professional services revenue • Experience scoping and pricing complex, multi-component implementation engagements at a fixed-fee model • Strong working knowledge of enterprise deal cycles, including RFP/RFx processes • Experience managing global or multi-region deal portfolios, including partner ecosystems across geographies • Experience working with, coordinating, and governing third-party implementation partners - including mid-deal partner transitions and ongoing relationship management • Ability to build and maintain relationships across sales, delivery, and customer success functions • Comfortable leading senior leadership and C-suite level conversations • Excellent consulting and presentation skills; able to explain complex concepts in plain terms and serve as the translator between Sales and Delivery • Excellent written and verbal communication skills; capable of presenting confidently to senior customer stakeholders • Highly organized with strong Salesforce hygiene and a natural attention to deal detail • Demonstrated ability to drive process improvement initiatives, including SOW modernization, intake SLA design, and partner engagement frameworks • Proficient in leveraging AI and automation tools to optimize workflows and improve efficiency - this is a core expectation, not a nice-to-have • Nice to have: Experience in the LMS, HCM, or enterprise learning technology space • Nice to have: Familiarity with outcome-based or value realization services frameworks Docebo is focused on nurturing a culture of inclusivity that ensures every employee feels valued and respected. We are dedicated to helping every team member succeed and bring their unique perspectives to the team. Our Hybrid Work Philosophy Great work can happen anywhere but coming together helps us go further. Our team spends three days a week in the office (Tuesday-Thursday) to collaborate, solve problems, and learn from each other. With flexibility the rest of the week, it's a balance designed to help everyone do their best work and keep growing. Our Total Rewards Philosophy Our Total Rewards Philosophy centers around three core areas to reward and care for our People: • Rewarding Impact: We lead with competitive pay to reward the impact, skills and traits that fuel our success. • Fostering Holistic Wellbeing: We care deeply about and invest in the whole person with programs that support our people's physical, mental, and financial well-being. • Empowering Our Talent Culture: We build a culture of trust and empowerment by designing our rewards and benefits with transparency, equity, and flexibility, enabling our people to do their best work and stay for the long haul. Our Promise to You • Financial Wellness: Own a piece of Docebo through our Employee Share Purchase Plan (ESPP) at a 15% discount, plus a competitive compensation package. • Your Well-Being, Covered: You'll get access to health benefits, so you can get the care you need when you need it. • Rest, Relax, Repeat: Rest and recharge with paid vacation days, two company-wide Docebo Days, floating holidays for cultural celebrations, and your birthday off! • Family First: We provide coverage offering you time with your little one(s) so you can soak up all those precious moments. Fun fact: we had 30 Docebian babies join the family in 2025! • Connections That Count: Connect with global communities through our Employee Resource Groups (including PRIDE, DWA, BIDOC, and Green Ambassadors) and company-wide events that keep the fun rolling all year long.