GTM Operations Manager (Sales Ops)

ABOUT PLEO Messy spend management is tricky business. And tedious processes are a lose-lose situation for all involved, not just finance. At Pleo, we're changing that. We build spend solutions that make managing money seamless, empowering, and surprisingly effective for finance teams and employees alike - with a vision to help all businesses ‘go beyond’. The word ‘Pleo’ actually means ‘more than you’d expect’, and living by that mantra has been the secret to our success over the last 10 years. Now, we’re at a pivotal moment in our journey; every move we make has a direct impact on our 40,000+ customers, our business, and our collective success. We need people who take pride in uncovering customer needs, who turn complex problems into simple solutions, challenge the way things are done (respectfully), and always aim high. With great ambitions driving us forward, we can’t say we’ve got this whole thing figured out. And frankly, that’s half the fun! What we can say is that we’re a driven, progressive, and, importantly, a kind bunch of 850+ people from over 100 nationalities, all committed to delivering the future of business spending, together. ABOUT THE ROLE We are looking for a highly strategic and execution-focused Senior Sales Operations Manager to act as both a leader and a hands-on operator. This role will drive sales performance, operational rigor, and execution alignment across the sales organisation. You will own the operational heartbeat of Sales, leading forecasting rigour, pipeline inspection cadences, performance reviews, and sales process governance. You will also directly produce analysis, narratives, and insight packs that enable the CRO and leadership team to make fast, informed decisions. This role is ideal for someone who can move fluidly between high-level strategic leadership and detailed execution, and who brings structure, accountability, and clarity to a scaling sales function. WHO YOU'LL BE WORKING WITH AND REPORTING TO You'll report to the Director of Revenue Operations, and work closely with teams in sales, managing a team of 4 people, within sales operations team and the ticketing sales ops team. This role ensures the sales team operates with clarity, focus, and discipline - transforming goals into execution and insights into action. You will be a force multiplier for the Head of RevOps and CRO and a key driver of predictable, scalable growth WHAT YOU'LL BE DOING As a Senior Sales Operations Manager, you will: Sales Performance Leadership - Own the core sales operating rhythm: forecasting, pipeline reviews, deal inspection sessions, and weekly/monthly performance checkpoints. - Diagnose funnel performance, identify bottlenecks, and recommend actions to improve velocity, conversion, and predictability. - Ensure sales leaders have a clear line of sight into trends, risks, and actions required. Business Insights and Review Frameworks - Own monthly and quarterly business reviews (MBRs/QBRs)—including insight synthesis, narrative building, and executive presentation materials. - Partner with analytics and systems teams to translate data into operational intelligence—not raw reporting. - Provide proactive insights to guide strategic priorities and performance improvement. Sales Process Governance & Design - Own the end-to-end Sales Process (Lead to Opportunity to Close) definition and documentation. - Define and refine rules of engagement, and operational expectations with clear accountability. - Own territory management and book of business roll-outs and maintain sales structure. - Monitor and enforce process adherence to ensure consistency, scale, and operational maturity. Sales Technology, Data & System Governance - Act as the primary business owner for sales functionality within the CRM. - Evaluate and recommend new sales technology solutions based on business need and ROI. - Support the monthly/quarterly commission calculation process by ensuring sales credit and compensation data is accurate in the CRM