Director, GTM Operations

ABOUT PLEO

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 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 YOU’LL 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 YOU’LL 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

You’ll 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 YOU’LL DEVELOP IN THIS ROLE

In your first 3 months at Pleo, you’ll:

• 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 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. Peer Interview: 45 minutes with potential future colleagues, it's designed to assess cultural add

4. 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

5. 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.

ABOUT YOUR APPLICATION

• English first. Since it's our company language, please submit your application in English. You’ll 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 system—our support team can’t 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 don't 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 belonging@pleo.io. We’ll 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 https://www.pleo.io/en/legal.

• 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 you’re applying for the same role again, please wait six months from your last decision before hitting submit.