Vice President, Revenue Operations

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About This Opportunity:

The Vice President, Revenue Operations will lead the strategy, execution, and optimization of Docebo's revenue-generating processes. This role is responsible for aligning sales, marketing, and customer success teams to drive revenue growth, improve operational efficiency, and ensure strategic decision-making through data-driven insights. The VP will lead a team of revenue operations professionals, ensuring they are equipped to deliver results that align with company objectives. Key responsibilities include enhancing forecasting accuracy, improving pipeline management, and driving cross-functional collaboration to maximize revenue outcomes. Oversight of centre of excellence, pre-sales, customer lifecycle, sales compensation, and Salesforce administration to ensure scalable and efficient operations across the organization.

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.

Revenue Operations Strategy & Leadership

• Develop and implement a comprehensive revenue operations strategy that aligns with Docebo's growth objectives
• Lead and manage the revenue operations team, fostering a culture of accountability, collaboration, and high performance
• Act as a strategic partner to Sales, Marketing, and Customer Success leadership in shaping and optimizing go-to-market strategies, bringing a systems-level view across teams, data, and processes

Revenue Forecasting, Reporting & Analytics

• Oversee forecasting processes (including new, Logo, Expansion and Renewal), pipeline management, and performance analytics to ensure accurate reporting and insights for strategic decision-making
• Monitor pipeline health, deal velocity, and conversion rates, identifying opportunities to improve sales performance
• Drive data analysis to identify trends, assess risks, and uncover growth opportunities, ensuring insights are actionable for stakeholders
• Present regular reports and insights to senior leadership, offering recommendations to optimize revenue processes and achieve strategic objectives

Revenue Enablement

• Establish and lead a holistic revenue enablement strategy that empowers all customer-facing teams—including Sales, Marketing, Customer Success, Pre-Sales, and Channel Partners—with the tools, content, training, and insights needed to deliver a consistent and high-impact customer experience across the entire buyer journey
• Collaborate with cross-functional leaders to align enablement initiatives with revenue goals, ensuring that each team is equipped to engage effectively at every stage of the customer lifecycle
• Implement and manage enablement technologies and platforms that support content delivery, training programs, and performance analytics
• Measure the impact of enablement efforts through key performance indicators such as conversion rates, customer acquisition cost, sales cycle length, and customer retention rates, using insights to continuously refine strategies

Pipeline Optimization & Sales Process Improvement

• Collaborate closely with sales, marketing, and customer success teams to streamline processes, improve lead conversion rates, and enhance customer retention
• Partner with Sales Enablement to ensure teams are equipped with effective tools, training, and resources to achieve revenue targets

Territory Management, Quota Setting And Sales Compensation

• Oversee territory design, ensuring sales coverage aligns with market opportunities and business objectives
• Continuously optimize territory assignments and GTM approaches based on performance data and growth trends
• Develop and manage sales compensation structures and quota-setting practices to incentivize the right behaviors and drive performance

Revenue Systems & Technology

• Own the Revenue Operations tech stack, including CRM (Salesforce), marketing automation, and customer success platforms
• Design and implement scalable systems, tools, and processes that support the sales cycle, customer journey, and revenue growth objectives
• Ensure rigorous data integrity and governance across revenue systems, enabling accurate, scalable reporting
• Direct the Salesforce administration team, ensuring the platform is optimized to support sales and marketing activities

Customer Lifecycle Management

• Oversee the customer lifecycle strategy, ensuring a seamless journey from acquisition to retention and expansion
• Provide oversight for the BD and Marketing Ops function to support Top of the Funnel activities and improve customer acquisition efficiency

Cross-Functional Collaboration & Team Development

• Provide oversight of the strategy & centre of excellence function to drive best practices, process improvements, and scalable solutions
• Partner with finance leadership to support budgeting, revenue forecasting, and long-term planning
• Manage the pre-sales function to support sales teams in delivering effective solutions and driving customer acquisition
• Develop training programs and resources that empower teams to utilize tools and data effectively to improve performance
• Establish clear KPIs and performance metrics to measure team success and ensure alignment with company-wide revenue goals
• Partner closely with Marketing to improve funnel diagnostics, campaign performance analysis, and attribution modeling—ensuring revenue accountability across top-of-funnel programs

What it takes to be successful:

• The Vice President of Revenue Operations must be a strategic, data-driven leader with a deep understanding of sales processes, marketing strategies, and customer success frameworks. Success in this role requires strong leadership skills, excellent cross-functional collaboration abilities, and expertise in leveraging data to guide decision-making. The ideal candidate will have a proven track record of building scalable processes, mentoring high-performing teams, and driving sustained revenue growth. Experience with sales and marketing technology platforms, along with strong analytical and strategic planning capabilities, is essential

Education and Experience:

• 14+ years of experience in revenue operations, sales operations, or related roles, with at least 5 years in a senior leadership position
• Bachelor's degree in Business, Finance, or a related field; an MBA or advanced degree is preferred
• Proven experience in leading high-performing teams and aligning revenue-generating departments
• Strong background in CRM platforms, data analytics tools, and revenue forecasting models
• Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives
• Experience overseeing strategy & centre of excellence, pre-sales, customer lifecycle, sales compensation, and Salesforce administration
• Excellent communication, leadership, and interpersonal skills, with the ability to influence key stakeholders and drive cross-functional collaboration

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.

Benefits & Perks

• Generous Vacation Policy, plus extra floating holidays to use for religious or cultural events that matter to you
• Employee Share Purchase Plan
• Career progression/internal mobility opportunities
• Four employee resource groups to get involved with (the Docebo Women's Alliance, PRIDE, BIDOC, and Green Ambassadors)
• WeWork partnership and "Work from Anywhere" program

Hybrid Office Model
We believe when people are together, they develop deeper relationships and accelerate innovation. Because of this, all Docebo employees worldwide are "hybrid." We encourage in-person collaboration while supporting work-from-home when employees need dedicated focus time, allowing Docebians to do their best every day. Each team leader is able to decide how often their teams come into the office, considering the needs of the team and the employee's needs. Our Talent Acquisition team will let you know about the role you are applying for and the hybrid details during the first interview.

About Docebo
Here at Docebo, we power learning experiences for over 3000 customers around the world with our easy-to-use, AI-powered Suite designed to close the enterprise learning loop. We have successfully achieved 2 IPOs (TSX: DCBO & NASDAQ: DCBO), been recognized as a Top SaaS e-learning Solution, and are growing exponentially in the process.

Docebo is a global company with offices in North America, EMEA, APAC and more. Our people believe in six core values, simply defined and manifested in everything we do -
Innovation, Simplicity, Accountability, Togetherness, Curiosity, and Impact.
If this sounds like you, now is your time to join one of the fastest-growing learning technology companies on the market. Apply today

Docebo is an Equal Employment Opportunity employer. We are committed to diversity and inclusion in our workforce. All qualified applicants and employees will receive consideration for employment regardless of their race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, citizenship status, age, disability, genetic information, or any other category protected under applicable law.

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