Enterprise Marketing Manager

Requirements
• 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,
• (Desirable) Experience running or collaborating on field events as part of an enterprise GTM motion,
• (Desirable) Experience targeting government or public-sector accounts,
• (Desirable) 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

What the job involves
• At 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,
• Pipeline 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
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