Executive Spotlight: Mark Kosoglow, Chief Revenue Officer of Docebo (2027)
Mark Kosoglow is the Chief Revenue Officer of Docebo, the learning software company. He joined in July 2025 and oversees global sales, solutions engineering, customer experience, revenue operations and revenue enablement.
He is best known as one of the earliest people at Outreach, the sales engagement company, and as co-founder and CEO of the AI sales startup Operator, which launched in September 2024. Some directories still list him as Operator's CEO, but Docebo's own page lists him as its CRO.
This page uses public professional information only.
Current role and company
Docebo's company page lists Kosoglow as Chief Revenue Officer, a role he began in July 2025. The page says he has more than two decades of experience leading and scaling revenue organizations and focuses on a connected go-to-market approach across the customer lifecycle. A vendor case study from UserGems, which supplies Docebo, describes him as leading global Sales, Customer Success and Revenue Operations.
- TitleChief Revenue Officer, Docebo.
- StartedJuly 2025 (Docebo company page).
- ScopeGlobal sales, solutions engineering, customer experience, revenue operations and revenue enablement.
- CompanyDocebo, founded in 2005 in Macherio, Italy; listed on the Toronto Stock Exchange since October 2019 and on NASDAQ since December 2020 under DCBO.
Career path
Sources give few exact dates, so years appear only where a source states them.
- Outreach. Docebo's page calls him one of Outreach's earliest executives. GTMnow describes him as employee number 1 and a former SVP of Global Sales who helped grow the company from zero to over $200 million in revenue. A Founder Institute event page calls him the company's first sales hire.
- Catalyst Software. Chief Revenue Officer of the customer success platform, per Docebo.
- Operator, 2024. Co-founder and CEO of Operator, the first company incubated inside GTMfund. A GTMnow newsletter dated September 20, 2024 says it had been unveiled the week before and had raised a $3.6 million pre-seed round led by Primary Venture Partners.
- Docebo, July 2025. Joined as Chief Revenue Officer. We found no source that explains what happened to his Operator role, so we do not say.
What he is known for
- Early Outreach sales leadership. Building the sales organization at a company that went from zero to over $200 million in revenue, as GTMnow reports it.
- The "Great Ignore." His term for buyers tuning out generic sales outreach. GTMnow's episode pages say buyers ignore most sales activity, reportedly 90%.
- Operator. A company aiming to take sales teams from 20 touches to book a meeting down to 2. GTMnow says it dropped credit-based pricing, which it calls a disliked industry standard, and that he spent two and a half weeks and 30 customer conversations validating the idea.
- An AI-driven go-to-market system at Docebo. UserGems' case study says Docebo combined signals and AI to guide outbound work, with reported gains in reply rates and enterprise opportunities (see key numbers).
Leadership style and philosophy
Docebo's page says he describes his leadership philosophy as centered on ownership, enablement, and aligning teams around measurable impact. In GTMnow's podcast episode summaries, his recurring themes are personalization and relevance in outreach and skepticism toward constantly changing revenue leadership as a company grows. These are topic summaries, not verified quotes.
Key numbers
The Docebo figures are company-reported in its FY2025 Form 40-F. The outbound results come from a UserGems case study, a vendor source, and are not independently audited.
- Docebo revenueUS$242.7 million for fiscal 2025 (Form 40-F).
- Subscription share94% of fiscal 2025 revenue from recurring subscription plans.
- CustomersNearly 3,500 at the end of fiscal 2025.
- Employees966 as at December 31, 2025.
- Enterprise opportunities54 in the first full quarter after Docebo launched its AI go-to-market system (UserGems case study).
- Outbound reply rate16%, up from 11%, against a 2-3% cold outreach benchmark cited in the case study.
- Accounts per BDR400+ (UserGems case study).
- Operator pre-seed$3.6 million, led by Primary Venture Partners (GTMnow, September 2024).
What to watch next
Worth tracking: whether Docebo's reply-rate and pipeline gains hold across regions, how the company reports revenue growth in coming quarters, and any further word on Operator.
Questions people ask
Who is Mark Kosoglow?
He is the Chief Revenue Officer of Docebo and an early Outreach executive who later co-founded Operator.
What is Mark Kosoglow's current role?
Chief Revenue Officer of Docebo since July 2025, per Docebo's company page.
Is Mark Kosoglow still CEO of Operator?
Docebo lists him as its CRO, and some directories still show the older Operator title. We found no source explaining the change.
What did Mark Kosoglow do at Outreach?
Docebo calls him one of its earliest executives. GTMnow describes him as employee number 1 and a former SVP of Global Sales.
What is Operator?
An AI sales company he co-founded, incubated inside GTMfund, that aims to cut the touches needed to book a meeting from 20 to 2.
How big is Docebo?
It reported US$242.7 million in revenue for fiscal 2025 and nearly 3,500 customers, per its Form 40-F.
Sources
- Docebo: Our story and leadership · Title, scope, career, philosophy, photo
- Docebo Form 40-F, fiscal 2025 (SEC) · Revenue, customers, employees
- UserGems: Docebo case study · Role, outbound results
- GTMnow: Incubating a company inside GTMfund · Operator launch, funding, Outreach background
- GTMnow: GTM 124, The State of Sales with Mark Kosoglow · Bio, Great Ignore
- GTMnow Newsletter: GTM 113, Operator.ai · Operator and the Great Ignore
- Founder Institute: Startup to Scale-Up with Mark Kosoglow · First sales hire at Outreach
Facts were read from the linked pages on October 31, 2026. Some pages were read through a fetch tool that returns summaries, so confirm details on the original page. The hero photo is the official Docebo headshot, centered on a card. This page covers public professional information only.
Top photo: Docebo (docebo.com/company)