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You will own the operational and analytical backbone of Spendesk's acquisition function, reporting to the Head of GTM Ops and working directly with SVP Sales, SVP Operations, and commercial leadership. Your north star is maximizing the efficiency of every euro and hour invested in pipeline generation, with a focus on bringing in the right customers who will succeed with the platform.
Key responsibilities include:
AI-Driven Acquisition Systems: Proactively identify and deploy AI solutions that reshape prospecting, lead enrichment, scoring, and routing. Build automated pipelines that reduce manual SDR work while increasing conversion quality. You're expected to bring solutions to the table, 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 explanatory models (not just dashboards) that clarify why conversion rates move. Challenge assumptions from leadership with data, diplomatically and rigorously. Contribute directly to QBRs and executive-level GTM reporting.
CRM & Pipeline Integrity: Act as business owner of acquisition flows in Salesforce. Translate GTM needs into clear specifications, define acceptance criteria, and validate outputs. Ensure pipeline data accurately reflects reality and enables sound decisions.
Pricing & Packaging Contribution: Bring acquisition data to pricing discussions—conversion impact of packaging changes, ICP sensitivity by segment, funnel effects of new models. You're the analytical voice grounding strategy in GTM reality, not the owner of pricing itself.
Strategic GTM Contribution: Participate in GTM planning cycles with a point of view. Identify highest-leverage operational bets each quarter, own execution, and ship fast. Drive cross-functional projects from conception to completion. Be the operational voice in conversations about headcount, tooling investment, and process redesign.
Required experience: 4–6 years in GTM Ops, RevOps, or Sales Strategy in B2B SaaS. You have a proven track record of driving decisions with data, not just producing reports. You're comfortable using and interrogating CRM data (Salesforce) to fuel business insights. You're a hands-on AI solutions builder who has shipped automations that changed how teams work. 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. Fluent in French and English (GTM operates across EU).
Strong signals include: redesigning a broken funnel end-to-end with measurable before/after results; shipping an AI-driven solution that saved 10+ hours per week of manual work; having a point of view on where outbound ops is heading in the next 18 months; being in a room where a business decision changed because of your analysis.
