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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, 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 operating gaps, 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 Work With and Reporting To
You will report directly to the CRO and work as a peer to the:
- VP Commercial
- VP CX
- VP Marketing
Your team includes:
- Revenue Intelligence lead (planning, targets, and BI/analytics)
- CX Operations Lead (transitioning to status as VP CX)
- Marketing Operations Lead (transitioning to status as VP Marketing)
- Field Operations Lead (to be hired as a priority)
You will also collaborate closely with:
- Engineering (for GTM technology stack decisions)
- Finance and Data (for planning cycles and commercial reporting)
What You’ll Do
As Director, GTM Operations, you will own core capabilities within Revenue Operations:
1. 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 (Large Account Revenue Recognition) and FNRR (Future Non-Recurring Revenue) trends
- Segment performance
- Serve as early-warning system for the CRO, CFO, and board
- Design the forecast methodology itself, not just the numbers
- Build and defend forecasting models the CRO presents to the board
- Set new standards for analytical depth and executive-quality decision-making
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2. GTM Architecture & AI
The strategic design layer of how Pleo goes to market. Responsibilities include:
- Segmentation and ICP (Ideal Customer Profile) definition
- Territory and coverage design
- Capacity planning
- Embedding AI natively into all GTM motions
- This is the most significant gap in the function. You will either:
- Own it personally, or
- Make the right hiring decision quickly
- Expect systems thinking over process management
- View AI as design input, not a feature to add later
- Focus on efficient agentic automation before scaling headcount
- This is the most significant gap in the function. You will either:
3. Field Operations
The day-to-day operational engine for sales and partner organisations:
- Own sales process governance
- Manage CRM hygiene
- Conduct quota and territory management
- Oversee pipeline discipline
- Define and enforce operational cadences to keep the field running effectively
- Priority: Hire a Field Operations Lead (thismit potential becomes a key lever for operational scale).
- Done well, this distills invisible friction for the organisation.
4. Enablement
The capability that makes the GTM org more effective over time:
- Oversee onboarding and skills development
- Maintain playbook creation and updates
- Establish feedback loop between field needs and training resources
- Focus on quality, not volume
- Ensure enablement is sharp and embedded for the field
- Priorities:
- Equipping Account Executives (AEs) to succeed with our upmarket ICP.
- Training Customer Success Managers (CSMs) in larger account management.
- Optimising the SDR (Sales Development Representative) motion.
What You Bring
You’ll thrive in this role if you have:
- A strong RevOps or Sales Operations backbone
- Have previously owned the commercial engine, not just operated adjacent to it
- B2B SaaS experience, ideally at a similar growth stage to Pleo
- Exposure to an upmarket or enterprise motion
- Full-funnel credibility:
- Operate seamlessly from pipeline genration through to retention
- Command executive-level storytelling from data
- Analytics prowess:
- Comfort decoding complexity and translating into clear narratives
- Ability to design and defend analytical frameworks
- Leadership track record:
- Fluency in building and scaling teams
- Stakeholder savvy:
- Hold your own in meetings with high-level executives (e.g., Sales VP, CFO, Board)
- Cradle-to-grave comfort with ambiguity:
- Prior experience together with mid-state transitions
- Familiarity with modern GTM tooling:
- CRM architecture
- Sales engagement platforms
- BI (Business Intelligence) tools
- Pragmatic lens on AI’s role across commercial motions
Is This Role a Good Fit?
This role is ideal for you if:
- ✅ Own a function end-to-end with the CRO as direct manager (no VP-level oversight)
- ✅ Gain genuine energy from guiding cohesive teams with inherent capability but needing structuring direction
- ✅ Ascribe operational outcomes driving commercial impact, not reporting them
- ✅ Balance making high-stakes hires with forecast modelling, pivoting seamlessly
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Not a Fit:
This role is not for you if:
- ❌ Prefer steady-state roles with pre-defined processes and stable teams
- ❌ Want to remain a deep individual contributor over leading/developing teams
- ❌ Struggle with operational ambiguity/transitional phases (they energise, not drain, here)
- ❌ Seek VP layer elevation for organization navigation
Development in Your First 90 Days
Within your first three months, expect to:
- Build trusted relationships with GTM leadership:
- Align on their priorities and Revenue Operations’ current gaps.
- Conduct a lens-clearing function audit to determine:
- What functions already excel
- Where urgent gaps exist.
- Prioritise the Field Operations Lead hire—critical front-end scalability.
- Define a solid “first move” on GTM Architecture + AI integration.
- Partner with commercial leadership to demonstrate best-practice RevOps in action.
<small>Note: While we’re open to hiring in either hybrid OR on-site models across adhered locations, candidates must be physically based in the chosen country. We cannot offer visa sponsorship for this role.</small>
Benefits
We offer:
✔ Your own Pleo card (eliminate out-of-pocket spending) ✔ Lunch on us—either catered meals or a local lunch allowance ✔ Private healthcare with options such as:
- Vitality
- Alan (location-dependent)
- Médis ✔ 25 days of holiday + public holidays per annum ✔ Hybrid or fully remote options (location flexible) ✔ MyndUp mental health support for team members ✔ Paid parental leave—our way of ensuring family doesn’t cost career growth
The Interview Process
Our approach prioritises clarity and structure:
-
Intro call (~30 min) Discuss role and credentials with your Talent Acquisition Partner.
-
Hiring Manager (HM) interview (~45 min) Dive deeper into experience and how your profile aligns with this role.
-
Peer interview (~45 min) Enriches cultural alignment through dialogue with potential team members.
-
Pleo Challenge & Panel Interview Take-home test + 60-min team presentation to showcase real-world execution.
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Final interview with a senior leadership panel.
Application Tips & Transparency
-
Why AI-driven but hand-crafted CVs work best:
- We recognize AI’s value internally for automation but prefer human detail in application content.
- Use the "Achieved X, as measured by Y, by doing Z" framework to tell, not sell.
- Reference links to employers’ sites for credibility.
-
Human-inclusive process: Every application is manually reviewed by a human—treat yours with equal care.
Diversity & Belonging
At Pleo:
- Diversity powers our ambition.
- We encourage applicants from all backgrounds—not just tick-box ones.
- Accessibility: If you need support adapting the process (e.g., format, timing), email belonging@pleo.io.
- Our Privacy Policy outlines how we handle your personal data.
Finally, applying for multiple roles? Fine—but explain why current role is priority.
<small>Note: If applying for the same role again, please wait six months post-last decision before reapplying.</small>
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