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Gtm Operations Manager

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Pleo

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Job Description:

We’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.

Job Responsibility:

  • Diagnose & design: Identify root-cause friction points and inefficiencies across the customer journey using data, customer insight, and commercial context
  • Originate and shape GTM initiatives that improve customer experience, retention, expansion, and revenue efficiency
  • Build clear, data-backed business cases to influence prioritisation and decision-making
  • Build & experiment: Design and run GTM experiments across processes, tooling, operating models, and AI-driven approaches
  • Define, 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 insights
  • Scale, enable & lead: Design and implement scalable operating models for GTM success, primarily in Customer Success with broader GTM scope
  • Evolve the GTM technology stack with Commercial IT, including automation and orchestration layers
  • Leverage AI and automation to improve consistency, responsiveness, and scalability across customer-facing workflows
  • Develop automated GTM processes and campaigns to support: Revenue retention and churn reduction
  • Expansion and upsell motions
  • Targeted growth and new business opportunities
  • Act as a GTM engineering thought partner, coaching team members on experimentation, automation, and data-driven execution
  • Lead and program-manage cross-functional GTM initiatives from ideation through rollout
  • Establish playbooks, documentation, and operating rhythms to support consistent execution
  • Evaluate and implement emerging GTM technologies and practices to maintain a competitive advantage

Requirements:

  • 5–10 years’ experience in Revenue Operations, GTM Strategy, GTM Operations, or similar roles within a SaaS or high-growth B2B environment
  • Strong understanding of B2B SaaS GTM models and customer lifecycle management
  • Hands-on experience building and scaling GTM systems, workflows, and automation
  • Proven ability to use data and analytics to build root-cause business cases, inform decisions, and driven outcomes
  • Experience running high-velocity, targeted GTM initiatives, with or without AI-powered tooling
  • Comfort working across strategy and execution - from high-level design to hands-on build and program management
  • Very strong stakeholder management and cross-functional communication skills
  • Ability to build rigorous, well-structured business cases to influence senior leadership
  • A builder mindset with high ownership, agency, and bias toward action

Nice to have:

  • Experience as an individual contributor in Sales, Customer Success, or Business Development
  • Experience with tools such as HubSpot, Salesforce, Clay, Looker, n8n, dbt, or similar
  • Exposure to GTM Engineer or Growth Engineering roles
  • Some technical fluency (e.g. SQL, APIs, no-code/low-code automation)
What we offer:
  • 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
  • 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
  • Paid parental leave

Additional Information:

Job Posted:
January 16, 2026

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