Carlo Sbrescia

Enterprise Account Executive @Docebo

Milan, IT

I manage strategic enterprise clients through a consultative and data-driven approach, focusing on long-term value, stakeholder engagement and scalable growth. My role combines sales strategy, contract negotiation, account development and cross-functional coordination.Key Activities• Ownership of enterprise/high-value accounts (C-Level, Procurement, IT, HR)• Strategic account planning, forecasting and revenue growth (upsell & cross-sell)• Negotiation of complex contracts (MSA, SOW, Order Form, SLA) with Legal, Finance & Delivery• Business needs analysis, KPI definition and tailor-made solutions• Full sales cycle management from discovery to closing (B2B/Enterprise)• Cross-functional coordination: presales, marketing, CS, product, professional services• Executive presentations to top management and board members• Partner management: co-selling, joint deals, marketing initiatives and eventsHard Skills: Enterprise Sales · Key Account Management · MEDDIC/MEDDPICC · Negotiation & Closing · Contract Management · Business Case & ROI · Forecast & Pipeline · CRM (Salesforce, HubSpot) · SaaS & Cloud · RFP/RFQ · IT Integrations/API (basic)Soft Skills: Stakeholder Management · C-Level Communication · Storytelling & Presentations · Problem Solving · Teamwork & Cross-Functional Collaboration · Time Management · Resilience · Customer-Centric Mindset · Negotiation & Persuasion · Adaptability

Liceo Scientifico Galileo Galilei

Diploma di Liceo delle Scienze Sociali

Università degli Studi 'Suor Orsola Benincasa'​

Laurea in Scienze della Comunicazione