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 âgo beyondâ.
The word âPleoâ actually means âmore than youâd expectâ, and living by that mantra has been the secret to our success over the last 10 years.
Now, weâre 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 canât say weâve got this whole thing figured out. And frankly, thatâs half the fun! What we can say is that weâre 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.
Weâre looking for a Director, GTM Operations to join our Revenue Operations function at Pleo. In this role, youâll 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 youâre 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!
Youâll 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. Youâll also have the chance to partner with teams across Strategy, Finance, Data and Product to ensure seamless execution of our commercial strategy.
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
Youâll 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
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
In your first few months at Pleo, youâll:
Lead the GTM operating cycle with GTM leadership
Collaborate with sales & CX leadership to improve the velocity and win rates through better process optimisation 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: We can hire on a remote, 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.
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 MĂ©dis
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
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: 30 minutes with potential future colleagues, it's designed to assess cultural add
Pleo Challenge: 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 weâre 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 AIâitâs a big focus for us internally tooâbut 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 youânot AIâknow from your previous experience. A top tip from us is to use the âAchieved X, as measured by Y, by doing Zâ formula (credit: Laszlo Bock, ~2014) to give a really clear picture of what youâve 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
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