Director, GTM Operations

Messy spend management is tricky business. And tedious processes are a lose-lose situation for all involved, not just finance. At Pleo, we're changing that. We build spend solutions that make managing money seamless, empowering, and surprisingly effective for finance teams and employees alike—with a vision to help all businesses ‘go beyond’. The word ‘Pleo’ actually means ‘more than you’d expect’, and living by that mantra has been the secret to our success over the last 10 years. Now, we’re at a pivotal moment in our journey; every move we make has a direct impact on our 40,000+ customers, our business, and our collective success. We need people who take pride in uncovering customer needs, who turn complex problems into simple solutions, challenge the way things are done (respectfully), and always aim high. With great ambitions driving us forward, we can’t say we’ve got this whole thing figured out. And frankly, that’s half the fun! What we can say is that we’re a driven, progressive, and, importantly, a kind bunch of 850+ people from over 100 nationalities, all committed to delivering the future of business spending, together. About the role We’re looking for a Director, GTM Operations to join our Revenue Operations function at Pleo. In this role, you’ll help architect and execute the engine that powers our global growth and be part of the RevOps leadership team as we scale our market presence across Europe. If you’re excited about building world- class operational frameworks from the ground up and are passionate about the intersection of data, technology and human performance in FinTech, then this is the opportunity for you! Who you’ll be working with and reporting to You’ll report to our VP of Revenue Operations and work closely with teams in Sales, Marketing, and Customer Success. Our team of 12 direct reports is highly collaborative and dedicated to maximising revenue efficiency and GTM excellence. You’ll also have the chance to partner with teams across Strategy, Finance, Data and Product to ensure seamless execution of our commercial strategy. What you’ll be doing As a Director, GTM operations, you will: Execute initiatives to improve the end-to-end customer journey, ensuring our GTM motion is frictionless and scalable Collaborate with the Revenue Leadership team to develop innovative solutions for territory management, quota setting, and lead management Analyse complex data sets to inform board-level-decision making and long-term commercial strategy Provide framework support regional commercial teams and VP Commercial Mentor a high-performing team of 12 to ensure professional growth and high-impact delivery across the RevOps function What you bring You’ll thrive in this role if you have: A solid understanding of B2B SaaS sales cycles, cadences, rituals and customer lifecycle metrics Strong communication skills and the ability to collaborate with C-suite stakeholders and VPs A passion for solving complex organisational problems in creative and innovative ways Excellence in time management and the ability to prioritise high-leverage tasks in a fast-paced environment Experience with advanced HubSpot architecture and RevOps tooling A background in managing a large operational team within a high-growth scale-up environment Why is his role a good fit for for you This role is a good fit for you if: You enjoy the building iteration phase and want to put your stamp on a global GTM strategy in an evolving business environment You are a hands on leader who finds genuine joy in coaching and developing their team You believe RevOps is a strategic partner to the business, not just a support function This role is not a good fit for you if: You prefer a steady state where all processes are already defined and documented You prefer being an individual contributor over managing a large, diverse team You find ambiguity frustrating rather than an opportunity to create order How you’ll develop in this role ... (truncated, view full listing at source)