GTM Operations Manager

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 RoleWe’re looking for a GTM Operations Manager to join the GTM Strategy & Programs team and help shape how we deliver value to customers at scale. This role is focused on sustainable revenue optimisation, with a primary emphasis on revenue retention and customer success, and broader scope across expansion and new business go-to-market initiatives. You’ll work at the intersection of GTM strategy, revenue operations, and technology, taking ideas from concept through to execution. You’ll identify where our customer and revenue motions can work better, design data-backed solutions, and build the operational systems required to launch and scale them. While Customer Success is your core lens, your remit spans the full GTM lifecycle.This is not a traditional operations role. You’ll operate with a GTM Engineer mindset - combining systems thinking, automation, AI, and experimentation to turn strategy into scalable execution - while also helping elevate GTM capabilities across teams through coaching and best-practice sharing. If you enjoy diagnosing complex problems, building modern GTM systems, and driving measurable business impact, this role offers meaningful ownership and influence.Who you’ll be working with and reporting toYou’ll report to the Director of GTM Strategy & Programs, and the role sits within the Revenue Operations function at Pleo. You’ll be working closely with teams in Revenue Operations, Customer Success, Commercial Product and Data. You’ll act as a GTM operator and strategic partner, connecting teams, systems, and insights across the customer lifecycle.What you’ll be doingDiagnose & designIdentify root-cause friction points and inefficiencies across the customer journey using data, customer insight, and commercial contextOriginate and shape GTM initiatives that improve customer experience, retention, expansion, and revenue efficiencyBuild clear, data-backed business cases to influence prioritisation and decision-makingBuild & experimentDesign and run GTM experiments across processes, tooling, operating models, and AI-driven approachesDefine, track, and analyse key GTM and Customer Success metrics (e.g. retention, expansion, health scores, time-to-value)Build dashboards and reporting that turn complex data into actionable insightsScale, enable & leadDesign and implement scalable operating models for GTM success, primarily in Customer Success with broader GTM scopeEvolve the GTM technology stack with Commercial IT, including automation and orchestration layersLeverage AI and automation to improve consistency, responsiveness, and scalability across customer-facing workflowsDevelop automated GTM processes and campaigns to support:Revenue retention and churn reductionExpansion and upsell motionsTargeted growth and new business opportunitiesAct as a GTM engineering thought partner, coaching team members on experimentation, automation, and data-driven executionLead and program-manage cross-functional GTM initiatives from ideation through rolloutEstablish playbooks, documentation, and operating rhythms to support consistent executionEvaluate and implement emerging GTM technologies and practices to maintain a competitive advantageWhat you bringYou’ll thrive in this role if you have:5–10 years’ experience in Revenue Operations, GTM Strategy, GTM Operations, or similar roles within a SaaS or high-growth B2B environmentStrong understanding of B2B SaaS GTM models and customer lifecycle managementHands-on experience building and scaling GTM systems, workflows, and automationProven ability to use data and analytics to build root-cause business cases, inform decisions, and driven outcomesExperience running high-velocity, targeted GTM initiatives, with or without AI-powered toolingComfort working across strategy and execution - from high-level design to hands-on build and program managementVery strong stakeholder management and cross-functional communication skillsAbility to build rigorous, well-structured business cases to influence senior leadershipA builder mindset with high ownership, agency, and bias toward actionNice to haveExperience as an individual contributor in Sales, Customer Success, or Business DevelopmentExperience with tools such as HubSpot, Salesforce, Clay, Looker, n8n, dbt, or similarExposure to GTM Engineer or Growth Engineering rolesSome technical fluency (e.g. SQL, APIs, no-code/low-code automation)Why is this role a good fit for youThis role is a good fit for you if:You don’t just manage processes; you love building systems. You enjoy using tools to automate manual workflows and create growth hacks that scaleYou are energised by the idea of taking a complex, cross-functional problem (like churn or expansion friction), building a data-backed business case, and seeing it through to executionYou want to be a "strategic partner" rather than just a ticket-taker. You are comfortable moving between high-level strategic design and hands-on implementationThis role is not a good fit for you if:You are looking for a traditional role focused solely on maintaining existing CRM records or basic reporting, this will feel too experimental and fast pacedYou are hesitant to work with AI tools, low-code automation, or modern GTM technologiesYou are looking for a slow-paced environmentShow me the benefitsYour 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 officeComprehensive private healthcare - depending on your location, coverage options include Vitality, Alan or MédisWe offer 25 days of holiday + your public holidays️ Option to purchase 5 additional days of holiday through a salary sacrifice❤️ We use MyndUp to give our employees access to free mental health and well-being support with great success so farPaid 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 workThe interview processWe 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 backgroundHiring Manager Interview: A 45/60 mins interview with the Hiring Manager to go deeper on your experience and how your profile can adapt to the roleChallenge and Team 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 roleBar Raiser: A final interview with a Senior LeaderTransparency 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 successLast time we hired for a similar role, we received a vast number of applications but only a few were selected for an intro call. Some of the key reasons why previous candidates didn’t make it past the application screening stage include:CV writing and content: it was very clear that many of the CVs we saw were very generic and AI generated. There is no issue with leveraging AI to help with CV writing, there was little indication of what real impact the candidates had in their previous experience. You might have heard of the “Achieved X, as measured by Y, by doing Z” formula (credit Laszlo Bock ~2014), this is a great way to give a clear picture of what you have actually worked on. A link to the company websites of your previous roles is also a huge helpApplication care: 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 processProfile to role fit: highlight most important aspects of the role, points that might get misunderstood, any specific industry requirements etcAbout Your ApplicationPlease submit your application in English; it’s our company language so you’ll be speaking lots of it if you joinWe treat all candidates equally: If you are interested please apply through our application system - any correspondence should come from there Our lovely support team isn't able to pass on any calls/ emails our way - and this makes sure that the candidate experience is smooth and fair to everyoneWe can only achieve our goals if our team reflects the diversity of the world around us - and that starts with you, hitting apply, even if you are worried you might not tick all the boxes. We embrace and encourage people from all backgrounds to apply - regardless of race/ethnicity, colour, religion, nationality, gender, sex, sexual orientation, age, marital status, disability, neurodiversity, socio-economic status, culture or beliefsWhen you submit an application we process your personal data as a data processor. Find out more about how your data is used in the FAQs section at the bottom of our jobs page#J-18808-Ljbffr