Head of GTM Ops

Spendesk; Paris; Hybride; EUR 120 000 - 180 000; Plein temps

Avantages offerts par ce poste

Flexible policy

Apple equipment

Mental health support

Office snacks

Collaborative team

Résumé du poste

Spendesk is seeking a Head of GTM Operations to own the processes, frameworks and AI-powered workflows enabling Marketing, Sales, Customer Success and Care to move faster and make better decisions. You will sit close to forecast calls, pipeline reviews and customer calls, reporting to the SVP of Operations.

You will design and lead GTM processes, introduce AI-powered automation, define performance metrics, and partner across the business to translate strategy into executable plans.

Qualifications

• 6+ years of experience in Revenue Operations, GTM Operations or equivalent roles.
• Hands-on experience deploying AI workflows in a GTM context with measurable impact.
• Designed operating frameworks from scratch in fast-moving environments.
• Executive presence: clear communication, challenging assumptions, and willingness to admit uncertainty.
• Influence without authority to drive cross-functional adoption.
• Customer-obsessed mindset and understanding of customer experience impact.

Responsabilités

• Design and own GTM processes across Marketing, Sales, Customer Success and Care.
• Bring AI into GTM workflows and ship automations end-to-end.
• Build frameworks and tracking to make performance visible and drive leadership decisions.
• Partner with Marketing, Sales, CS and Care to shape commercial strategy.
• Build and lead the GTM Ops Partner team.

Connaissances

Revenue Operations

GTM Operations

AI workflows

Leadership

Cross-functional

Description du poste

Mission

Spendesk is entering a new phase: scaling revenue with a leaner, sharper go-to-market machine. This role exists to make that possible. As Head of GTM Operations, you own the processes, frameworks and AI-powered workflows that allow Marketing, Sales, Customer Success and Care to execute faster and make better decisions. You will sit close to the field — in forecast calls, pipeline reviews and customer calls — because that is where the real problems surface. You report directly to the SVP Operations and work as a peer to the Head of GTM Engineering.

Key Responsibilities

Design and own GTM processes

Map, redesign and document the processes that run the customer journey across Marketing, Sales, Customer Success and Care. Own the rules of engagement: swim lanes between teams, territory assignment, lead routing, deal splits and handoffs. Remove friction before it becomes a forecast problem.

Bring AI into GTM workflows

Identify where AI creates real leverage in GTM execution, and ship it. Build and iterate on automations yourself — from lead qualification and conversation intelligence to predictive scoring and reporting. Set the bar for what an AI-powered operations team looks like, and bring in GTM Engineering when a use case needs deeper technical work.

Build the frameworks and tracking that make performance visible

Define the metrics, frameworks and business reviews that tell the leadership team what is working and what is not. Partner with Finance on capacity models, quota and compensation rollout, and segment prioritization, so planning assumptions hold up against reality. Turn analysis into recommendations, not dashboards.

Partner with Marketing, Sales, Customer Success and Care

Act as the trusted operational partner of the Heads of and functional executives. Contribute to shaping the commercial strategy and the way the GTM organisation operates alongside the senior leadership team, then translate both into something that can actually be executed. You are measured on revenue, satisfaction, adoption and retention outcomes — not on tickets closed.

Build and lead the GTM Ops Partner team

Grow and lead a senior team of GTM Ops Partners, each embedded with a GTM function. Raise the level of the team so it operates as a genuine partner to VP‑level stakeholders.

You may be a good fit if you

• Typically have 6+ years of experience in Revenue Operations, GTM Operations or adjacent operational roles, including experience leading or mentoring others. We care far more about what you have built and the outcomes you have driven than about the number of years on your CV.
• Have hands‑on experience deploying AI workflows in a GTM context and can point to concrete examples with measurable impact. You are comfortable building and iterating yourself on most use cases, and you know when to bring in deeper engineering support.
• Have designed operating frameworks from scratch in a fast-moving environment — not just maintained someone else's.
• Have a grounded executive presence: you communicate clearly, challenge assumptions in the room, and are comfortable saying "I don't know yet."
• Influence without authority. You get cross‑functional teams to adopt processes they did not ask for, because you have made the case.
• Are customer obsessed. You understand that operational decisions show up in the customer experience.

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: www.spendesk.com/press

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 and remote policy
• Latest Apple equipment — the tools you need to excel
• Access to Moka.care — for emotional and mental health wellbeing
• Great office snacks — to fuel your day
• A positive team to work with daily!

We also offer location‑specific benefits tailored to each market, including health insurance, wellness allowances, commuter support, meal vouchers, and gym memberships — ensuring you're well supported wherever you're based.

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.