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Spendesk is scaling revenue and seeking a Head of GTM Operations to build and lead the operational infrastructure that enables Marketing, Sales, Customer Success, and Care to execute faster and make better decisions.
You will own the end-to-end GTM operating model, reporting directly to the SVP Operations and working as a peer to the Head of GTM Engineering. This is a hands-on leadership role where you sit close to the field—in forecast calls, pipeline reviews, and customer conversations—to identify and solve real operational problems before they cascade.
Key responsibilities include:
**Design and own GTM processes**: Map, redesign, and document customer journey processes across all GTM functions. Define swim lanes, territory assignment, lead routing, deal splits, and handoffs. Remove friction proactively.
**Bring AI into GTM workflows**: Identify high-leverage AI opportunities and ship automations yourself—lead qualification, conversation intelligence, predictive scoring, reporting. Build and iterate on most use cases; escalate to GTM Engineering when needed. Set the standard for an AI-powered operations function.
**Build frameworks and visibility**: Define metrics, business review cadences, and analytical frameworks that surface what is working and what is not. Partner with Finance on capacity models, quota, compensation, and segment prioritization. Turn analysis into actionable recommendations, not just dashboards.
**Partner cross-functionally**: Act as trusted operational partner to Heads of Marketing, Sales, Customer Success, and Care. Contribute to commercial strategy and GTM organization design alongside senior leadership, then translate strategy into executable plans. You are measured on revenue, satisfaction, adoption, and retention outcomes.
**Build and lead the GTM Ops Partner team**: Grow and lead a senior team of GTM Ops Partners, each embedded with a GTM function. Develop the team to operate as genuine partners to VP-level stakeholders.
Spendesk is an AI-powered spend management and procurement platform trusted by thousands of companies including Payfit, Accor, Welcome to the Jungle, Swile, and others. The company operates across the UK, France, Spain, and Germany with a diverse, global team of 35+ nationalities.
**Requirements**:
- 6+ years of experience in Revenue Operations, GTM Operations, or adjacent operational roles, including experience leading or mentoring others. Demonstrated outcomes matter more than years on CV.
- Hands-on experience deploying AI workflows in a GTM context with concrete, measurable examples. Comfortable building and iterating on most use cases; know when to escalate to engineering.
- Proven track record designing operating frameworks from scratch in fast-moving environments, not just maintaining existing ones.
- Grounded executive presence: communicate clearly, challenge assumptions respectfully, comfortable with uncertainty.
- Ability to influence without direct authority—drive cross-functional adoption of processes through clear reasoning and stakeholder alignment.
- Customer obsessed: understand how operational decisions impact customer experience.
