GTM Ops Lead

Your Mission

You own the operational and analytical backbone of acquisition at Spendesk.

Your north star: maximize the efficiency of every euro and every hour invested in pipeline generation.

You report to the Head of GTM Ops. You work directly with the SVP Sales, SVP Operations, and commercial leadership.

You are expected to challenge, not just report.

Better acquisition isn't just about pipeline volume — it's about bringing in the right customers, those who will succeed with Spendesk.

You keep that north star in mind in every model you build and every process you design.

What You'll Own

AI-Driven Acquisition Systems

• Proactively identify and deploy AI solutions that reshape how we prospect, enrich, score, and route leads

• Build automated pipelines that reduce manual SDR work and increase conversion quality

• Stay ahead of the market — you're expected to bring solutions to us, not wait to be told

Acquisition Analytics & Business Intelligence

• Own the single source of truth for acquisition funnel metrics — from first signal to closed-won

• Build models (not just dashboards) that explain why conversion rates move, not just that they moved

• Challenge assumptions from SVP Sales and Marketing with data — diplomatically ruthless

• Contribute directly to QBRs and Executive-level GTM reporting

⚙️ CRM & Pipeline Integrity

• Act as the business owner of acquisition flows in Salesforce: translate GTM needs into clear specs for the Salesforce team, define acceptance criteria, and validate outputs

• Ensure pipeline data accurately reflects reality and enables sound business decisions

Pricing & Packaging — Contributing Role

• Bring acquisition data to pricing discussions: conversion impact of packaging changes, ICP sensitivity by segment, funnel effects of new models

• Not the owner of pricing strategy, but the analytical voice that grounds it in GTM reality

Strategic GTM Contribution

• Participate in GTM planning cycles with a point of view, not just analysis

• Identify the highest-leverage operational bets each quarter, own their execution, and ship fast — velocity is the goal, quality is the floor

• Drive cross-functional projects from conception to completion

• Be the operational voice in conversations about headcount, tooling investment, and process redesign

The Profile We're Looking For

• 4–6 years in GTM Ops, RevOps, or Sales Strategy in B2B SaaS

• Proven track record of driving decisions with data, not just producing reports

• Comfortable using and interrogating CRM data (Salesforce) to fuel business insights

• Hands-on AI solutions builder — you've shipped automations that changed how a team works, and you have strong opinions on what to build next

• Deep familiarity with modern outbound and acquisition tooling

• Comfortable presenting to and challenging SVP and C-level stakeholders

• You build trust through rigor, not ego — you know how to say the hard thing with the right amount of kindness

• Fluent French + English (our GTM operates across EU)

This role is NOT for you if:

• You need detailed specs before starting a project

• You're uncomfortable telling a VP their data story is wrong

• You define success as "the dashboard is up to date"

• You've never proactively proposed a process change — only implemented others'

Strong signals we'll look for:

• You've redesigned a broken funnel end-to-end and can show the before/after

• You've shipped an AI-driven solution that saved 10h+/week of manual work

• You have a POV on where outbound ops is going in the next 18 months

• You've been in a room where a business decision changed because of your analysis

As we are an international team, please submit your application and CV in English.

About Spendesk
Spendesk is the AI-powered spend management and procurement platform that transforms company spending. By simplifying procurement, payment cards, expense management, invoice processing, and accounting automation, Spendesk sets the new standard for spending at work. Its single, intelligent solution makes efficient spending easy for employees and gives finance leaders the full visibility and control they need across all company spend, even in multi-entity structures. Trusted by thousands of companies, Spendesk supports over 200,000 users across brands such as Payfit, Accor, Welcome to the Jungle, Swile, Big Mamma, Malt and Yousign. With offices in the United Kingdom, France, Spain and Germany, Spendesk also puts community at the heart of its mission.

For more information:

About our people & culture
We believe that people do their best work when they’re given the freedom to thrive and grow. That’s why liberation is at the core of everything we do. We empower Spendeskers to take ownership of their work, to navigate ambiguity, and seize every opportunity. Spendeskers come from all over the world (35+ countries and counting!) but we have plenty in common: we're bold, ever-curious, committed to kindness, and tackle every challenge with a positive mindset.

About our benefits
Our culture is built on trust, empowerment, and growth — with benefits to match!

• Flexible on-site policy : 4 days per month remote (non-accumulative) and 3 full weeks remote per year (non-consecutive)

• Lunch 60% funded by Spendesk (Swile Card)

• Alan Premium health insurance

• A Gymlib pass to let off steam after a productive day at work

• Access to Moka.care for emotional and mental health wellbeing

• Latest Apple equipment

• Great office snacks to fuel your day

• A positive team to work with daily!

Diversity & Inclusion

At Spendesk, we're committed to fostering an environment where all differences are encouraged, supported and celebrated. We're building our culture for everyone, with everyone. Our goal is to attract and build a diverse, equal and inclusive team, where everyone feels welcome and we truly embrace and encourage people from all backgrounds to apply.