Director, GTM Operations

About this role

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

- Marketing operations lead

- 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…