Director, GTM Operations

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 

In your first few months at Pleo, you’ll: 

• Lead the GTM operating cycle with GTM leadership
• Collaborate with sales & CX leadership to improve the velocity and win rates through better process optimization and management
• Grow your skills in leadership, taking on new challenges as the company continues its journey toward becoming the #1 spending solution in Europe. 

Please note: This role is based in one of our listed office locations. Candidate must have a valid right to work in their chosen country, as we are unable to provide visa sponsorship for this position  

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
• 🏖️ Option to purchase 5 additional days of holiday through a salary sacrifice
• ❤️‍🩹 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 we're supportive of families and help you feel that you don't 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:

1. Intro call: A 30-minute chat with our Talent Acquisition Partner to discuss the role and your background.
2. 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
3. Challenge and Team 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
4. Final Interview: A final interview with a Senior Leader

Transparency is important to us so we also wanted to share some insights about what we’re 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 AI—it’s a big focus for us internally too—but without human intervention, these CVs can sometimes become generic and fail to show a candidate in the best light. What we're really looking for is the specific details of real impact that only you—not AI—know 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 you’ve 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.