Business Development Representative on the North American Enterprise team at Docebo. Driving growth by transforming training processes using AI technology.
About the role
- Head of Business Development managing enterprise and institutional sales with direct accountability for revenue. Engaging with senior leadership and navigating complex procurement cycles.
Responsibilities
- Own and expand Antarctica's active client base and pipeline across SME, enterprise, and institutional segments
- Lead the full sales cycle - discovery, qualification, proposal, negotiation, close - with direct accountability for signed revenue
- Build and manage senior relationships with CIOs, CTOs, CFOs, and Chief Sustainability Officers across target accounts
- Navigate complex, multi-stakeholder procurement cycles and translate Antarctica's methodology into audit-ready value propositions for each client context
- Represent Antarctica across the ecosystem: industry events, conferences, and key institutional meetings.
- Define and continuously refine Antarctica's packaged offer in collaboration with the CEO and Product team: scope, pricing logic, success metrics, deliverables
- Work closely with R&D, Product, and the Head of Global Partnerships to ensure commercial and technical positioning are aligned
- Build the full sales kit: enterprise deck, one-pager, case narratives, proposal templates, pricing framework
- Execute the hiring plan for the BD function: Enterprise AE, SMB AE, Pre-Sales Engineer, Customer Success Manager and build a culture that reflects Antarctica's institutional standards: precise, credible, rigorous
Requirements
- 8 to 14 years of experience, with time in both senior individual contributor and early leadership roles
- You have personally closed complex B2B enterprise deals, including within regulated financial institutions or large conglomerates
- You have operated across both SME and enterprise sales motions. You know the difference and have executed both
- You carry enough technical fluency to hold a substantive conversation about AI infrastructure, energy measurement, and sustainability reporting without requiring a solution engineer in the room.
- You have built or significantly structured a commercial team before: defined roles, hired people, set performance frameworks.
- You are comfortable operating with high autonomy, incomplete information, and a mandate that evolves as the market responds
- You write clearly, you think institutionally, and you communicate with precision: Antarctica's clients expect it and your team will model it
- You are based in Mumbai or willing to relocate. While we are building a global business with an international team, Antarctica's homeland is India and your network here matters.
- **Strong advantage**
- Experience in enterprise software, SaaS, or sustainability-adjacent technology
- Prior exposure to FinOps, GreenOps, cloud cost management, or ESG reporting platforms
- Existing relationships within large conglomerates, financial institutions, or IT consulting practices
- Demonstrated ability to work cross-functionally with product, research, and technical teams on complex offer development
Benefits
- **What Antarctica Offers**
- Direct line to the CEO with genuine influence over commercial strategy and company direction
- Meaningful equity participation reflecting the seniority and foundational nature of the role
- A commercial mandate that sits at the intersection of a scientifically rigorous methodology, a product built for institutional-grade demands, and a client base that operates at the highest levels of industry and regulation
- An intellectually serious environment that offers you a chance to define how a category-creating company goes to market at the moment the category is being formed
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
No Education Requirement
Tech skills
Location requirements
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