About the role
Swan is building the infrastructure for embedded finance in Europe. As we scale our commercial organisation across France, Germany, Spain, Italy, and beyond, we need the operational brain to match our ambitions. You will own Swan’s GTM operations function end-to-end: from CRM architecture and pipeline analytics, to AI-powered workflow automation, to advising the VP Sales, VP Marketing, Head of Account Management, Head of Product Integration Managers, and Chief Business Officer on how to make better commercial decisions faster. This is not a support role. You will set the roadmap for the GTM Ops function, lead a small team, and be expected to challenge and advise Swan’s most senior commercial leaders with credibility and a strong point of view. You will be the person who spots what is broken before anyone asks, builds the fix, and then explains why it matters at the leadership table. ✨ Main tasks Set and own the GTM Operations roadmap : define the multi-quarter priorities for the function, align with commercial leadership, and say no to the right things Lead a SalesOps analyst : manage one SalesOps analyst and possibly 1 intern; develop their skills and create a high-output team Own sales target setup in partnership with finance and draft a
compensation plan in line with those expectations Drive enablement and specifically AI adoption across the GTM organisation : identify where AI can improve commercial workflows (prospecting, outreach, reporting, forecasting), evaluate and implement tools, and drive adoption across AEs, KAMs, Country Managers, marketing, and product integration. Own the CRM : HubSpot architecture, Planaht , data quality, workflows, pipelines, and reporting Build the commercial intelligence layer : dashboards and reports that give the VP Sales, VP Marketing, and CBO real-time visibility into pipeline, outbound activity, market performance, and partner health that they can action to make data driven decisions Improve our sales processes : lead routing, deal stages, opportunity management, account assignment, and outbound accountability frameworks for new business Account Management (KAMs, Country Managers): Improve our account management processes: partner health scoring and segmentation, renewal and upsell pipeline tracking, portfolio assignment, churn risk identification and escalation, and QBR frameworks Integration / PSM team: Design and implement partner onboarding processes: sales-to-integration handover, milestone and go-live tracking, onboarding velocity reporting, PSM capacity planning, and SLA monitoring Challenge and advise GTM leaders : bring a data-backed, operationally grounded point of view to the VP Sales, VP Marketing, and CBO; flag risks, surface opportunities, and push back when needed Own the GTM tech stack : evaluate, implement, and maintain the tools that power the commercial team