Vice President – Revenue Operations

Vice President – Revenue Operations

Requirements

• 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

Preferred Qualifications

• An MBA or advanced degree is preferred.