Vice President, Revenue Operations - Docebo

Job Title: Vice President, Revenue Operations
Job Location: Toronto, Ontario
Job Listing URL: https://jobs.lever.co/docebo/affd9377-d02d-4ab9-be1e-518bd3d1f6fe
Job Description: Hey you! 👋 Want to work for one of the fastest growing SaaS companies in the world? 📈
We’re building the next generation of learning software that companies like AWS, Netflix, Opentable and L’Oreal rely on to deliver training 💻 We believe learning is for everyone, and that we all have something we can learn from each other. We rely on one another to continuously innovate our products and processes to create an exceptional experience for our employees, customers and partners.

Still not sure? We are a culture where values are at the center of everything we do. We also embody what we call the Docebo Heart. We trust our teammates, assume the best of one another, and also hold space for all the differences that make us better. 💙

So what are you waiting for? Apply today! Join 900+ global Docebians and change the way people learn.

Are you ready to be a part of the learning revolution? 🚀

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.
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.
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.

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 & TechnologyOwn 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.
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:
10+ 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.