GTM Operations Manager (Sales Ops)

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 highly strategic and execution-focused Senior Sales Operations Manager to act as both a leader and a hands-on operator. This role will drive sales performance, operational rigor, and execution alignment across the sales organisation. You will own the operational heartbeat of Sales, leading forecasting rigour, pipeline inspection cadences, performance reviews, and sales process governance. You will also directly produce analysis, narratives, and insight packs that enable the CRO and leadership team to make fast, informed decisions. This role is ideal for someone who can move fluidly between high-level strategic leadership and detailed execution, and who brings structure, accountability, and clarity to a scaling sales function. Who you'll be working with and reporting to You'll report to the Director of Revenue Operations, and work closely with teams in sales, managing a team of 4 people, within sales operations team and the ticketing sales ops team. This role ensures the sales team operates with clarity, focus, and discipline - transforming goals into execution and insights into action. You will be a force multiplier for the Head of RevOps and CRO and a key driver of predictable, scalable growth What you'll be doing As a Senior Sales Operations Manager, you will: Sales Performance Leadership Own the core sales operating rhythm: forecasting, pipeline reviews, deal inspection sessions, and weekly/monthly performance checkpoints. Diagnose funnel performance, identify bottlenecks, and recommend actions to improve velocity, conversion, and predictability. Ensure sales leaders have a clear line of sight into trends, risks, and actions required. Business Insights and Review Frameworks Own monthly and quarterly business reviews (MBRs/QBRs)—including insight synthesis, narrative building, and executive presentation materials. Partner with analytics and systems teams to translate data into operational intelligence—not raw reporting. Provide proactive insights to guide strategic priorities and performance improvement. Sales Process Governance & Design Own the end-to-end Sales Process (Lead to Opportunity to Close) definition and documentation. Define and refine rules of engagement, and operational expectations with clear accountability. Own territory management and book of business roll-outs and maintain sales structure. Monitor and enforce process adherence to ensure consistency, scale, and operational maturity. Sales Technology, Data & System Governance Act as the primary business owner for sales functionality within the CRM. Evaluate and recommend new sales technology solutions based on business need and ROI. Support the monthly/quarterly commission calculation process by ensuring sales credit and compensation data is accurate in the CRM for handoff to Finance/Comp tools. Team Leadership & Hands-On Execution Lead and coach a small operations team while personally owning high-impact work streams, decisions, and executive outputs. Balance leadership responsibilities with direct ownership of analyses, content, and operational processes. What you bring +10 years experience in Sales Operations, Revenue Operations, or GTM leadership roles within a SaaS or high growth B2B environment Demonstrated experience working closely with CROs or Sales Leaders in a performance-driven operating model. Mix of strategic leadership and hands-on operational ownership. Executive-level communication, narrative creation, and business storytelling. Strong command of SaaS commercial metrics, forecasting methodologies, sales funnel dynamics, and operating cadences. Ability to drive execution discipline and influence senior leaders through operational clarity—not authority. High judgement, structured thinking, prioritisation, and an ability to operate in ambiguity. Experience scaling a sales function through growth, GTM evolution, or operational maturity phases. Familiarity with CRM/forecasting tools and BI platforms (at the insight and governance level). Why this role is a good fit for you This role is a good fit for you if: You thrive at the intersection of strategy and execution: you enjoy moving fluidly between high level leadership and hands on work, such as personally building narratives, synthesising insights, and managing operational workflows You are a master of the Sales Heartbeat: You have deep experience running the rigorous operating rhythms of a SaaS organisation, including forecasting, pipeline inspections, and driving MBR/QBR frameworks You are an influential communicator and storyteller : You don't just report raw data; you have the executive presence to translate metrics into clear business narratives that help the CRO and leadership team make fast, informed decisions This role is not a good fit for you if: You prefer a pure people management role: if you are looking to step away from direct execution to focus solely on delegating and high level oversight, the hands on requirements of this role will not align with your preferences You struggle with ambiguity or lack of structure : this role requires someone to create the structure, define the rules of engagement, and bring order to a scaling sales function that may currently be evolving or high growth You are focused only on the "back-end" of systems: While CRM ownership is part of the role, this is a performance-driven leadership position. If you prefer technical system configuration over driving sales culture, accountability, and commercial performance, this won't be the right match. 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. Show me the benefits 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 Médis 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 The interview process 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 (30 mins): A casual chat with our Talent Acquisition Partner to dive into your background and see if we're a good match Hiring Manager Interview (45 mins): You'll meet our Rev Operations Director to talk shop, discuss your experience, and explore how you'd make an impact at Pleo Pleo Challenge: We'll share a take home task so you can show us how you tackle real world problems. After, you'll present your ideas to a cross functional team and meet some of your future team members Final Interview (30 mins): A final conversation with our VP of Rev Operations to look at the big picture and how you'll help shape the future of Pleo. Transparency 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 success! Last time we hired for this role, we received a vast number 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 AI—it’s a big focus for us internally too—but 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 you—not AI—know from your previous experience. A top tip from us is to use the “Achieved X, as measured by Y, by doing Z” formula (credit: Laszlo Bock, ~2014) to give a really clear picture of what you’ve 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 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 process. Highlight most important aspects of the role, points that might get misunderstood, any specific industry requirements etc. About your application English first. Since it's our company language, please submit your application in English. You’ll be using it a lot if you join us. A fair look for everyone. Our talent team reads every single application to ensure the process is fair. To keep things running smoothly, we only accept applications through our system—our support team can’t pass on calls or emails. Diversity drives us. We can only reach our goals if our team reflects the world around us. That starts with you hitting apply, even if you don't tick every single box. We encourage people from all backgrounds and experiences to join us. Interview at your best. We want you to feel comfortable throughout the process. If you have any accessibility requirements or need a specific format, email [email protected]. We’ll design a process that works for you. Your data is safe. When you apply, we process your personal data as a data processor. For more information on how Pleo processes personal data, read our Privacy Policy here . Applying for multiple roles? Nothing is stopping you, and we assess every role independently. However, we do look for alignment, so make sure you can explain why your interest and experience are right for each specific role. Reapplying. If you’re applying for the same role again, please wait six months from your last decision before hitting submit.