Director, GTM Operations
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Job Summary
About Pleo
Messy spend management is tricky business. And tedious processes are a lose-lose situation for all involved not just finance. At Pleo were 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 youd expect and living by that mantra has been the secret to our success over the last 10 years.
Now were at a pivotal moment in our journey; every move we make has a direct impact on our 40000 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 cant say weve got this whole thing figured out. And frankly thats half the fun! What we can say is that were 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 are looking for a Director GTM Operations Manager to own the operational engine that drives our go-to-market performance across Europe. This is a senior high-impact role sitting at the intersection of data process people and commercial strategy - reporting directly to the CRO and operating as a key partner to Sales Marketing and Customer Success leadership
We have a strong foundation: a retained team with real capability in revenue intelligence CX operations and marketing operations and a clear strategic agenda as we push into the upmarket segment. What we need now is an orchestrator - someone who can bring rigour and coherence to how the function operates close the gaps that exist and position RevOps as a genuine strategic partner to the business rather than a back-office support function
This is not a role for someone who needs a clean slate and defined processes to work from. It is a role for someone who thrives on building order from ambiguity and has the commercial instincts and operational credibility to earn trust quickly with a demanding GTM leadership team
Who youll be working with and reporting to
You will report directly to the CRO and work as a peer to the VP Commercial VP CX and VP Marketing. You team includes:
Revenue Intelligence lead (planning targets and BI/analytics)
CX Operations lead (transitioning to VP CX over time)
Marketing operations lead (transitioning to VP Marketing over time)
Field Operations Lead (to be hired as a priority)
You will also work closely with Engineering on the GTM technology stack with Finance and Data on planning cycles and commercial reporting
What youll be doing
As a Director GTM operations you will own for core capabilities within Revenue Operations:
Revenue Intelligence
How Pleo understands its own revenue. You will ensure the function generates insight not just reports on pipeline health forecast accuracy win/loss patterns LARR and FNRR trends and segment performance. This capability exists to give the CRO CFO and board early warning and clear direction. Critically you will own the forecast methodology itself not just the numbers that come out of it. You will design the models the CRO presents to the board make them defensible and evolve them as the business changes. You will build on existing foundations here and raise the bar on analytical depth and decision-quality output.
GTM Architecture & AI
The strategic design layer of how Pleo goes to market. This covers segmentation ICP definition territory and coverage design capacity planning and the embedding of AI natively into the GTM motion. This is currently the most significant gap in the function and will be a priority for you either owning it personally or making the right hire quickly. The right approach here is systems thinking not just process management. We expect agentic AI automation to be your first instinct before adding headcount the Director who succeeds in this role will be someone who sees AI as a design input not a feature to add later.
Field Operations
The day-to-day operational engine for the sales and partner organisation. You will own sales process governance CRM hygiene quota and territory management pipeline discipline and the operational cadence that keeps the field running effectively. A Field Operations lead hire is a near-term priority. Done well this capability is invisible to the field friction disappears and deals move faster.
Enablement
The capability that makes the GTM org more effective over time. You will own onboarding skills development playbook creation and maintenance and the feedback loop between what the field needs and what it receives. Enablement at Pleo should be sharp and field-embedded focused on landing our upmarket ICP with AEs equipping CSMs to manage larger accounts and keeping the SDR motion tight. Quality over volume.
What you bring
Youll thrive in this role if you have:
A strong RevOps or sales operations spine you have owned the commercial engine not just operated adjacent to it
Experience at a high-growth B2B SaaS company ideally at a similar scale and stage to Pleo with exposure to an upmarket or enterprise motion
The ability to work across the full GTM funnel from pipeline generation through to retention with credibility in each area
Genuine analytical capability you are comfortable in data able to build insight from complexity and can translate that into executive-level narrative
A track record of building and developing operational teams not just managing processes
Strong stakeholder skills: you can hold your own in a room with Sales VPs the CFO and the board
Comfort with ambiguity and transition you will inherit a function that is mid-rebuild and will need to make quick good judgements about what to stabilise first
Familiarity with modern GTM tooling - CRM architecture sales engagement platforms BI tooling and a point of view on how AI should be embedded into the commercial motion
Why is his role a good fit for for you
This role is a good fit for you if:
You want to own a function end-to-end and have the CRO as your direct line - no VP layer above you
You find genuine energy in building coherence across a team that has a real capability but needs direction and structure
You believe RevOps should drive commercial outcomes not just report on them
You are as comfortable making a hiring decision as you are designing a forecasting framework
This role is not a good fit for you if:
You are looking for a steady -state role with defined processes and a stable team
You prefer being a deep individual contributor over leading and developing a team
You find managing through ambiguity and transition draining rather than energising
You need a VP above you to navigate the organisation this role requires you to operate as a peer to senior GTM leaders from day one
How youll develop in this role
In your first 3 months at Pleo youll:
Build trusted relationships with the CRO VP Commercial VP CX and VP Marketing understand their priorities and where RevOps is currently letting them down
Conduct a clear-eyed diagnostic of the function: what is working what is not and where the most urgent gaps are
Take ownership of the Field Operations hire - this is the most operationally critical gap and needs to move quickly
Establish a clear point of view on the GTM Architecture and AI agenda either owning it or making the right hire
Lead the next GTM operating cycle in partnership with commercial leadership demonstrating what best-in-class RevOps looks like in practice
Please note: We can hire on a hybrid or in-person set-up in any of the locations listed on the advert but you will need to be physically based in the country of your choice with a valid right to work. We are unable to offer visa sponsorship for this role in any of the listed locations.
Show me the benefits
Your own Pleo card (no more out-of-pocket spending!)
Lunch is on us for your work days - enjoy catered meals or receive a lunch allowance based on your local office
Comprehensive private healthcare - depending on your location coverage options include Vitality Alan or Médis
We offer 25 days of holiday your public holidays
For our Team we offer both hybrid and fully remote working options
We use MyndUp to give our employees access to free mental health and well-being support with great success so far
Paid parental leave - we want to make sure that were supportive of families and help you feel that you dont have to compromise your family due to work
The interview process
We want to ensure you are set-up for success and understand what will be expected of you. If your application is successful our interview process is as follows:
Intro call: A 30-minute chat with our Talent Acquisition Partner to discuss the role and your background.
HM Interview stage: Up to 45 mins interview with the Hiring Manager to go deeper on your experience and how your profile can adapt to the role
Peer Interview: 45 minutes with potential future colleagues its designed to assess cultural add
Pleo Challenge and Panel Interview: We will send you a take home test and invite you to present it during a 60 minute team interview. This is an opportunity to show us how you would handle the day to day of the role
Final Interview: A final interview with a Senior Leader
Transparency is important to us so we also wanted to share some insights about what were looking for in applications to ensure you can set yourself up for success!
Last time we hired for this role we received a vast amount of applications but only a few were selected for an intro call. With this in mind we want to help you understand what we really care about when reviewing your application:
We receive a lot of CVs and many of them are AI-generated. We love seeing people leverage AIits a big focus for us internally toobut without human intervention these CVs can sometimes become generic and fail to show a candidate in the best light. What were really looking for is the specific details of real impact that only younot AIknow from your previous experience. A top tip from us is to use the Achieved X as measured by Y by doing Z formula (credit: Laszlo Bock 2014) to give a really clear picture of what youve worked on. A final note: including links to your previous companies websites is a huge help and allows us to truly understand your background.
Every single application we receive is reviewed by a human (yes hundreds of them) because we believe that candidates efforts should be matched by an equal level of human care. This means that we expect a similar level of attention put into your application. Read and answer the application questions carefully they make a huge difference in our decision-making process.
Highlight most important aspects of the role points that might get misunderstood any specific industry requirements etc.
About your application
English first. Since its our company language please submit your application in English. Youll be using it a lot if you join us.
A fair look for everyone. Our talent team reads every single application to ensure the process is fair. To keep things running smoothly we only accept applications through our systemour support team cant pass on calls or emails.
Diversity drives us. We can only reach our goals if our team reflects the world around us. That starts with you hitting apply even if you dont tick every single box. We encourage people from all backgrounds and experiences to join us.
Interview at your best. We want you to feel comfortable throughout the process. If you have any accessibility requirements or need a specific format email Well design a process that works for you.
Your data is safe. When you apply we process your personal data as a data processor. For more information on how Pleo processes personal data read our Privacy Policy here.
Applying for multiple roles Nothing is stopping you and we assess every role independently. However we do look for alignment so make sure you can explain why your interest and experience are right for each specific role.
Reapplying. If youre applying for the same role again please wait six months from your last decision before hitting submit.
Required Experience:
Director
