Director of Sales, Healthcare

About this role

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.

ABOUT THIS OPPORTUNITY

At Docebo, we use AI to help organizations create, deliver, and manage learning experiences that help people learn faster and perform at their best. Our platform powers learning for more than 3,900 organizations worldwide and is backed by the scale and stability of a global public company.

We are looking for a Director, Sales – Healthcare to lead a high-performing team focused on driving new business and expansion within hospital and health system. Reporting into our VP Enterprise Sales, you will translate our vertical strategy into execution, manage a team of quota-carrying sellers, and partner closely with Marketing, Product, and Customer Success to grow our presence in this critical market. Your team will be responsible for delivering multi-million-dollar annual bookings within the healthcare and life sciences segment.

This isn't about inheriting a mature business, it's about building one. You will be responsible for building the pipe with your team in this hands-on role. This is not just managing a team, this is getting in the weeds with them to build something incredible. If you're energized by creating something from the ground up and have successfully sold LMS systems into healthcare to build an enterprise function, this is the right opportunity for you!

KEY RESPONSIBILITIES

REVENUE & EXECUTION

- Lead a team of 3-5 Enterprise Account Executives (and related roles) focused on acquiring and expanding healthcare customers to achieve and exceed multi-million-dollar annual bookings targets for your segment.

- Own the sales execution plan for your territory/segment within the healthcare vertical, with a heavy focus on new pipeline generation, territory planning, and account prioritization, while maintaining approximately 3–4x pipeline coverage against quota.

- Forecast accurately through regular pipeline reviews, ensuring high data quality and predictable performance against quarterly and annual targets.

PEOPLE LEADERSHIP & TEAM DEVELOPMENT

- Coach, develop, and performance-manage your team through regular 1:1s, deal reviews, and clear expectations around activity, quality, and outcomes.

- Champion Docebo’s values and culture within the team, fostering collaboration, accountability, and continuous learning.

GO-TO-MARKET & CROSS-FUNCTIONAL COLLABORATION

- Partner with senior sales leadership to refine the vertical go-to-market strategy, including ideal customer profiles, messaging, and sales plays.

- Collaborate with Marketing on demand generation, field marketing, and customer advocacy programs tailored to healthcare buyers.

- Work closely with Solutions Consulting and Customer Success to run effective evaluations, ensure smooth handoffs, and identify expansion opportunities within strategic accounts.

OPERATIONAL EXCELLENCE & CUSTOMER ENGAGEMENT

- Use data and insights to improve conversion rates across the funnel, identify bottlenecks, and continuously refine sales processes, tools, and enablement.

- Build and maintain executive-level relationships within key customer accounts, representing Docebo with senior healthcare stakeholders.

JOB REQUIREMENTS

- Minimum 3 years experience selling LMS systems at the enterprise level in the healthcare space is required.

- At least 12 years of enterprise software sales experience.

- Experience leading high-performing enterprise sales teams with a track record of achieving or exceeding multi-million-dollar annual new business and expansion targets.

- Strong understanding of healthcare buying centers and decision-making processes.

- Comfort operating in a data-driven environment, using CRM and sales tools (e.g., Salesforce and related applications) to manage pipeline, forecast, and coach your team.

- Ability to build trust and credibility with senior healthcare executives and internal cross-functional partners.

- Skilled people leader who can hire, develop, and retain top talent while setting clear expectations and holding the team accountable.

- Excellent communication and presentation skills, with the ability to simplify complex concepts for non-technical audiences.

- Ability to travel to customers, team meetings, and industry events as needed.

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 le

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