The Adventure AheadAt Docebo, we win in the enterprise segment by knowing our customers and running programs that generate real pipeline - full stop. This role exists for one reason:
more enterprise pipeline, by any means possible. Not "this channel." Not "the approved playbook." Just whatever moves Enterprise accounts closer to a deal.
You'll deploy strategic campaigns and activations to ensure our existing accounts expand. If you find yourself protecting a channel instead of the outcome, you're doing it wrong.
The objective is clear; however, the playbook to get there is yours to define. You'll run upsell and cross-sell programs, you'll make an underperforming enterprise partner a revenue generating channel, and you'll support some Enterprise federal focused activities. Every week or day will look a little bit different, but the goal and focus areas remain the same.
The Day-to-DayPipeline Generation (the core of the job)- Drive net-new enterprise pipeline through multi-channel programs - partner marketing, ABM, digital, field events, direct mail, coordinated outbound, or whatever works. The channel is secondary. The pipeline is the point.
- Build account-based programs using intent data and buying signals to prioritize in-market accounts and reach full buying committees, not just ad hoc contacts.
- Partner with enterprise AMs, AEs and BDRs through structured cadences on targeting, messaging, and pipeline reviews. You build trust and collaboration with the sales team.
Enterprise Expansion - Cross-Sell / Upsell (you own this)- Own the enterprise cross-sell and upsell motion: identify new buying groups inside existing accounts, get in front of the teams not yet using Docebo, and help accelerate in-flight expansion opportunities.
Federal / Government Support- Support enterprise federal campaigns. This includes content syndication, event execution, targeted account lists, and campaign support alongside product marketing and the broader gov motion. This is a support function within your book of work, not a standalone track.
Enterprise Partner Marketing- Run partner campaigns with a small number of select partners that move ENT/Gov pipeline (think Deloitte, AWS, Carahsoft) - joint programs and co-hosted events. If it generates measurable, Enterprise pipeline, it's in scope.
Measurement & Iteration- Using AI to scale what works.
- Measure everything - pipeline created, influenced, and accelerated, with clear attribution across new business, expansion, and partner-sourced.
- If something isn't working, you say so and change course. No sunk-cost loyalty to a channel or a partner.
Your Superpowers- Pipeline-obsessed generalist: 3-4 years of B2B SaaS marketing experience, at least 1 year with enterprise buyers (5,000+ employees). You've driven measurable pipeline and revenue across new business, expansion, and cross-sell - not just lead volume.
- Buying-committee thinker: Fluency in intent data, buying signals, and account engagement scoring informs how you prioritize and what you build.
- Sales trust-builder: You understand you win as a team with sales - in-the-weeds collaboration, pipeline reviews, and shared accountability, not just campaign reporting.
- Ruthless about scope: You orient around what gets results, full-stop. You can hold a lever without losing sight of the end goal.
- "I can figure this out" mindset toward tools: UserGems, UserLed, Influ2, ReachDesk, HubSpot, Salesforce, Claude, Outreach - bonus points if you've used some of them, but curiosity and aptitude matters more than a checklist match.
- Active AI practitioner: you're already applying AI anywhere and everywhere.
Bonus Points- Experience running or collaborating on field events as part of an enterprise GTM motion.
- Experience targeting government or public-sector accounts.
- Exposure to AWS Marketplace or systems-integrator partnerships (Deloitte-style relationships) - specifically where you've made the partnership produce pipeline, not just co-branded content.
Our Hybrid Work Philosophy Great work can happen anywhere but coming together helps us go further. Our team spends three days a week in the office (Tuesday-Thursday) to collaborate, solve problems, and learn from each other. With flexibility the rest of the week, it's a balance designed to help everyone do their best work and keep growing.
Our Total Rewards PhilosophyOur Total Rewards Philosophy centers around three core areas to reward and care for our People:
- Rewarding Impact: We lead with competitive pay to reward the impact, skills and traits that fuel our success.
- Fostering Holistic Wellbeing: We care deeply about and invest in the whole person with programs that support our people's physical, mental, and financial well-being.
- Empowering Our Talent Culture: We build a culture of trust and empowerment by designing our rewards and benefits with transparency, equity, and flexibility, enabling our people to do their best work and stay for the long haul.
Our Promise to You - Financial Wellness: Own a piece of Docebo through our Employee Share Purchase Plan (ESPP) at a 15% discount, plus a competitive compensation package.
- Your Well-Being, Covered: You'll get access to health benefits, so you can get the care you need when you need it.
- Rest, Relax, Repeat: Rest and recharge with paid vacation days, two company-wide Docebo Days, floating holidays for cultural celebrations, and your birthday off!
- Family First: We provide coverage offering you time with your little one(s) so you can soak up all those precious moments. Fun fact: we had 30 Docebian babies join the family in 2025!
- Connections That Count: Connect with global communities through our Employee Resource Groups (including PRIDE, DWA, BIDOC, and Green Ambassadors) and company-wide events that keep the fun rolling all year long.
