GTM Strategy & Operations Manager

About the role

In this pivotal position, you will be responsible for crafting and implementing operational strategies that enhance the effectiveness of our sales team across Europe. Your primary focus will be on maximizing sales efficiency through insightful data analysis, process enhancements, and collaboration across various departments. This role is essential for driving growth and ensuring that our sales organization operates at peak performance.

Key facts

What you'll do

• Direct the development of sales strategies, including the allocation of quotas and assignment of accounts for the European market.
• Spearhead the annual planning process, which encompasses forecasting revenue growth and modeling headcount requirements.
• Establish account management rhythms, templates, and strategies that differentiate between growth initiatives and maintenance efforts.
• Oversee the management of the sales funnel, pipeline, and forecasting activities to maintain global consistency and accuracy in reporting.
• Monitor business performance metrics and assist leadership in formulating team strategies and thought leadership initiatives.
• Collaborate with cross-functional teams to ensure alignment on sales objectives and operational efficiencies.
• Analyze market trends and competitive landscape to inform strategic decisions and identify growth opportunities.
• Develop and maintain comprehensive documentation of processes, particularly those related to onboarding in regulated payment environments.
• Present data-driven insights and recommendations to executive leadership, ensuring clarity and actionable outcomes.
• Foster a culture of continuous improvement within the sales organization by implementing best practices and innovative solutions.
• Train and mentor team members on sales operations processes and tools to enhance overall team performance.
• Engage with enterprise-level clients to understand their needs and ensure that our sales strategies are aligned with customer expectations.

Requirements

• A minimum of 8 years of experience in managing complex Sales Operations functions, particularly in the FinTech or modern payments sectors.
• Demonstrated experience in navigating global markets and understanding their unique challenges.
• Proven track record of working with enterprise-level accounts and managing customer relationships effectively.
• Strong analytical skills, with expertise in research, data interpretation, hypothesis formulation, and presenting insights to senior leadership.
• Experience in designing and documenting operational processes, especially in the context of onboarding within regulated payment frameworks.
• Excellent communication abilities, with a keen attention to detail and a capacity for independent execution of tasks.
• Ability to translate data insights into tangible customer value, with a familiarity with AI tools being advantageous.

Nice to have

• Experience with CRM systems and sales enablement tools.
• Background in project management methodologies and frameworks.
• Knowledge of regulatory compliance in the payments industry.
• Familiarity with customer journey mapping and user experience design.
• Previous involvement in change management initiatives within sales organizations.

Skills & tools

• Expertise in Sales Operations and strategic planning.
• Proficient in pipeline management and forecasting techniques.
• Strong capabilities in data analytics and reporting tools.
• Skilled in process design and documentation practices.
• Experience with enterprise account management strategies.

Practical notes

• Hiring process: The recruitment journey includes an application review, a call with a recruiter, a conversation with the hiring manager, followed by 4-5 virtual onsite interviews, culminating in an offer.

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Compensation: The role offers equity in a publicly traded company along with access to an Employee Stock Purchase Program.

• Benefits: Employees receive private medical and dental coverage, retirement savings plans with company matching, a monthly stipend for remote work, an annual development budget, and family-forming benefits, including up to 20 weeks of parental leave.
• Time off: A generous vacation policy is complemented by floating holidays to support work-life balance.
• Note: We do not work with agencies. For recruitment inquiries, please reach out to Lou Devlin.

About the company

Marqeta is on a mission to change the way money moves. We're one of the earliest enablers of embedded finance, a market opportunity sized up in the trillions. Our card issuing platform provides unprecedented flexibility and control for companies to issue cards, authorize transactions, and manage payment operations in real time.