Go to Market Manager - Pleo Embedded

Job description

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 Pleo Embedded is one of our boldest bets, and a priority for the company. We're 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 That's where you come in. We're 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: you'll spend the bulk of your time in partner conversations, RFPs and relationships ownership, with some focus on marketing coordination. You'll work closely with our Embedded commercial and product leads to define how we win partners and scale the business This role is ideal if you've 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 YOU’LL BE WORKING WITH AND REPORTING TO You'll work closely with our Embedded commercial and product leads, collaborating day-to-day with a small, fast-moving team that's still defining how it operates. You'll also partner with Pleo's 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 YOU’LL 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 Pleo's 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 You’ll 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 don't 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: You're 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: - You've built your career in client-facing or consulting roles and now want to own something commercially, end to end. - You're energised by early-stage challenges: where the playbook doesn't exist yet and you get to write it - You're 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 - You're 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 you'll need to create your own momentum HOW YOU’LL DEVELOP IN THIS ROLE In your first few months at Pleo, you’ll: - 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 we're supportive of families and help you feel that you don't 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 we’re 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 didn’t 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 AI—it’s a big focus for us internally too—but without human intervention, these CVs can sometimes become generic and fail to show a candidate in the best light. What we're 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 you’ve 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 it's our company language, please submit your application in English. You’ll 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 system—our support team can’t 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 don't 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 belonging@pleo.io. We’ll 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 https://www.pleo.io/en/legal. - 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 you’re applying for the same role again, please wait six months from your last decision before hitting submit.