GTM Lead - Benelux

The Opportunity

We're looking for an experienced commercial operator to take over and scale our Benelux go-to-market motion for Mobilexpense. This isn't a greenfield build, you'll be inheriting an existing sales team, customer base, and pipeline in our home market, then optimizing and scaling what works.

Benelux is our most established market with an active team in Amsterdam. You'll have the foundation in place, but the challenge is turning good into great: improving conversion rates, accelerating deal velocity, and building a scalable, repeatable sales and GTM engine.

This is a high-visibility role with direct access to leadership, cross-functional teams, and the resources to be successful.

What You'll Own

You are the commercial leader for Benelux, accountable for pipeline, revenue, team performance, and market execution.

1. Team Leadership & Performance

• Inherit and develop the existing sales team

• Drive individual and team quota attainment through coaching, pipeline management, and performance accountability

• Assess current team capabilities and make decisions on retention, development, or hiring needs

• Build a high-performing sales culture focused on outcomes, not activity

2. Revenue & Pipeline Optimization

• Own Benelux revenue target and pipeline goals

• Improve current metrics: increase win rates, reduce sales cycle time, improve forecast accuracy

• Identify and fix bottlenecks in the existing sales process

• Scale what's working, fix or kill what isn't

3. Go-to-Market Execution

• Refine and optimize current GTM strategy (messaging, positioning, channels)

• Run localized experiments to improve conversion and pipeline generation

• Adapt messaging and sales plays based on Benelux market feedback

• Work cross-functionally with marketing, partnerships, and product to align on campaigns and execution

4. Partnership Ecosystem

• Evaluate and optimize existing partner relationships (ERP, HR/payroll, travel, accountants)

• Activate 3-5 high-value strategic partnerships that drive repeatable pipeline

• Build partner-sourced revenue as a meaningful channel (target: 20-30% of pipeline)

5. Market Intelligence & Strategic Input

• Represent Benelux market insights to product, marketing, and leadership

• Provide real-time competitive intelligence and buyer behavior trends

• Shape company strategy with on-the-ground perspective from our home market

• Be the voice of the customer internally

How You'll Collaborate

You'll report directly to, Salvador, the Chief Product Officer & Mid-Market Business Owner, and work closely with:

• Product: Influence roadmap based on customer feedback and market needs

• Marketing: Co-create campaigns, refine messaging, drive demand generation

• Partnerships: Design and execute partner programs

• Sales Operations: Optimize CRM, processes, tooling, and forecasting

Key difference from other country leads: You're in Amsterdam (HQ), so you'll have more visibility and access to leadership and cross-functional teams. This means more collaboration but also higher expectations.

Success Metrics (First 6 Months)

Team Performance:

• ✅ Team quota attainment: Benelux revenue target achieved

• ✅ Individual AE performance: Each rep hitting or exceeding quota

• ✅ Pipeline health: Consistent 3-4x coverage maintained

Sales Efficiency:

• ✅ Win rate improvement: Increase from current baseline.

• ✅ Sales cycle reduction: Decrease average deal cycle.

• ✅ Forecast accuracy: <15% variance quarter-over-quarter.

Market Execution:

• ✅ Partner pipeline: 3-5 active partners generating 20%+ of opportunities

• ✅ GTM experiments: 2-3 localized campaigns tested and evaluated each quarter

• ✅ Documented playbook: Repeatable sales process and best practices captured