Director, GTM Operations

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 toYou 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 IntelligenceHow 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 & AIThe 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 OperationsThe 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.

EnablementThe 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 youThis 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.