Go to Market Manager Pleo Embedded

About Pleo

Messy spend management is tricky business. And tedious processes are a lose-lose situation for all involved not just finance. At Pleo were 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 youd expect and living by that mantra has been the secret to our success over the last 10 years.

Now were at a pivotal moment in our journey; every move we make has a direct impact on our 40000 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 cant say weve got this whole thing figured out. And frankly thats half the fun! What we can say is that were 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

Pleo Embedded is one of our boldest bets and a priority for the company. Were breaking in to new business area: empowering banks and tech partners to seamlessly deliver world-class spend management solutions under their own brand with a scalable product that automates financial workflows enhances customer experiences and unlocks new revenue opportunities. The team is small fast-moving and still writing its own playbook-scrappy low on process and focused on results

Thats where you come in. Were looking for a commercially-minded GTM Manager to own how we win and grow with partners. This a closer to a founding GTM role at a startup than a traditional marketing role: youll spend the bulk of your time in partner conversations RFPs and relationships ownership with some focus on marketing coordination. Youll work closely with our Embedded commercial and product leads to define how we win partners and scale the business

This role is ideal if youve built your career working alongside senior clients in a consultancy or startup environment and now want to take the leap into building something yourself owning commercial outcomes end to end.

Who youll be working with and reporting to

Youll work closely with our Embedded commercial and product leads collaborating day-to-day with a small fast-moving team thats still defining how it operates. Youll also partner with Pleos wider marketing team to bring the Embedded story to life though content campaigns and events and feed insight back into product and commercial to keep everything sharp

What youll be doing

As a GTM Manager you will:

• Own partner conversations end to end: from first interest through proposals RFP submissions and commercial discussions to signed deal

• Build and own relationships with senior stakeholders leveraging your network business development instincts and partner development skills to engage blue-chip banks and platforms mainly at C-suite level

• Act as the ongoing relationship owner for key partners post signing: overseeing implementation revenue reporting and QBRs

• Sharpen our value proposition and shape how we communicate it to banks and platform partners

• Move deals forward: Support partner through the full funnel from first interest to signed deal including RFP responses and commercial discussions

• Collaborate with marketing: Work with Pleos marketing team to translate the Embedded story into content campaigns and events that generate and nurture pipeline

• Test and iterate: be scrappy and hands-on running experiments learning fast and leveraging AI tools to do more with less.

• Feed market insight back into product and commercial so what we say sell and build stay sharp

What you bring

Youll thrive in this role if you have:

• 4-7 years of experience across consulting and/or startups ideally in a mix of roles rather than one narrow track

• Client facing experience managing relationships with senior stakeholders: consultancy backgrounds are a strong fit given the comfort communication with senior audiences

• A blend of sales and marketing exposure: you dont need to be a specialist in either but you understand how the full funnel works and are comfortable owning commercial outcomes

• A jack of all trades who can move from leading an RFP response to a partner conversation to getting hands-on with a partner lunch

• Exceptional communication skills: You can take a complex technical product and make it land clearly with a non-technical audience

• Commercially minded and comfortable with numbers: you know what to measure and why

• A scrappy self-directed working style: Youre energised by ambiguity and blank pages

• The ability to balance strategy and execution: You can shape a plan on Monday and roll up your sleeves to deliver it on Tuesday.

• Bonus if you had exposure to fintech SaaS payments embedded finance or the SME space

Why is this role a good fit for you

This role is a good fit for you if:

• Youve built your career in client-facing or consulting roles and now want to own something commercially end to end.

• Youre energised by early-stage challenges: where the playbook doesnt exist yet and you get to write it

• Youre a generalist who enjoys moving between strategic thinking and hands-on delivery without losing momentum

This role is not a good fit for you if:

• You prefer a clearly defined remit and a mature process-driven environment

• Youre looking to specialise deeply in one function (pure marketing pure sales) rather than operate across all of them

• You need a large team around you to get things done: this is a small scrappy setup where youll need to create your own momentum

How youll develop in this role

In your first few months at Pleo youll:

• Get close to the Embedded product the competitive landscape and the partner ecosystem to build a sharp point of view on where we should play and how we should win

• Take ownership of live partner conversations and contribute directly to deals in flight

• Shape the messaging and positioning we use with banks and platform partners working with marketing to bring it to life.

The location

We are hiring on a hybrid set-up in London. We are unable to offer visa sponsorship for this role in any of the listed locations.

Show me the benefits!

• Your own Pleo card (no more out-of-pocket spending!)

• Lunch is on us for your work days - enjoy catered meals or receive a lunch allowance based on your local office

• Comprehensive private healthcare - depending on your location coverage options include Vitality Alan or Médis

• We offer 25 days of holiday your public holidays

• For our Team we offer both hybrid and fully remote working options

• We use MyndUp to give our employees access to free mental health and well-being support with great success so far

• Paid parental leave - we want to make sure that were supportive of families and help you feel that you dont have to compromise your family due to work

The interview process

We want to ensure you are set-up for success and understand what will be expected of you. If your application is successful our interview process is as follows:

1. Intro call: A 30-minute chat with our Talent Partner to discuss the role and your background.

2. Hiring Manager Interview: A 45-minute interview with the Hiring Manager to deep dive in the role and your experience

3. Challenge & Panel Interview: We will send you a take-home task to showcase experience and invite you to a 60 min team interview to present your challenge and get to know part of the team

4. Final Interview: Final conversation with a senior leader

Transparency is important to us so we also wanted to share some insights about what were looking for in applications to ensure you can set yourself up for success!

Last time we hired for a similar role we received a vast number of applications but only a few were selected for an intro call. Some of the key reasons why previous candidates didnt make it past the application screening stage include:

• CV writing and content: we receive a lot of CVs and many of them are AI-generated. We love seeing people leverage AIits a big focus for us internally toobut without human intervention these CVs can sometimes become generic and fail to show a candidate in the best light. What were really looking for is the specific details of real impact that only you know from your previous experience. A top tip from us is to use the Achieved X as measured by Y by doing Z formula (credit: Laszlo Bock 2014) to give a really clear picture of what youve worked on. A final note: including links to your previous companies websites is a huge help and allows us to truly understand your background!

• Application care: every single application we receive is reviewed by a human (yes hundreds of them) because we believe that candidates efforts should be matched by an equal level of human care. This means that we expect a similar level of attention put into your application. Read and answer the application questions carefully they make a huge difference in our decision-making process.

• Profile to role fit: highlight most important aspects of the role points that might get misunderstood any specific industry requirements etc.

About your application

• English first. Since its our company language please submit your application in English. Youll be using it a lot if you join us.

• A fair look for everyone. Our talent team reads every single application to ensure the process is fair. To keep things running smoothly we only accept applications through our systemour support team cant pass on calls or emails.

• Diversity drives us. We can only reach our goals if our team reflects the world around us. That starts with you hitting apply even if you dont tick every single box. We encourage people from all backgrounds and experiences to join us.

• Interview at your best. We want you to feel comfortable throughout the process. If you have any accessibility requirements or need a specific format email Well design a process that works for you.

• Your data is safe. When you apply we process your personal data as a data processor. For more information on how Pleo processes personal data read our Privacy Policy here.

• Applying for multiple roles Nothing is stopping you and we assess every role independently. However we do look for alignment so make sure you can explain why your interest and experience are right for each specific role.

• Reapplying. If youre applying for the same role again please wait six months from your last decision before hitting submit.

Required Experience:

Manager

Employment Type : Full-Time
Experience: years
Vacancy: 1