GTM Lead - Benelux

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.

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

• 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

• 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

• 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

• 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)

• 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

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.

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

You're an experienced sales leader who knows how to inherit, assess, and improve an existing sales organization. You've done this before: you've walked into a team, figured out what's working and what's not, and made it better.

Experience:

• 5-8+ years in B2B SaaS sales, with at least 2-3 years managing/leading sales teams
• Proven track record of improving sales team performance (not just maintaining)
• Experience inheriting and optimizing existing sales structures (not just building from scratch)
• Native or business-fluent Dutch + English required

Skills:

• Strong people management: Can coach, develop, and hold AEs accountable
• Process-oriented: Can assess current sales process and systematically improve it
• Data-driven: Uses metrics to diagnose problems and measure improvements
• Cross-functional leadership: Can coordinate with marketing, product, partnerships without formal authority
• Change management: Can lead a team through transition while maintaining performance
• Analytical skills and AI proficiency: all team members are expected to demonstrate strong analytical capabilities and make smart use of AI tools, whatever helps them work smarter and drive results in their role.

Mindset:

• Bias toward action and continuous improvement
• Comfortable with ambiguity but brings structure where needed
• Direct communicator who gives honest feedback
• Thrives in high-visibility, high-accountability environments

• Experience in HR tech, fintech, T&E, or ERP ecosystems
• Background in mid-market B2B sales
• Previous experience as country lead or regional sales manager
• Exposure to revenue operations or sales enablement
• Experience working in scale-up environments

• ❌ Pure individual contributors who haven't managed teams
• ❌ Managers who only know how to build greenfield, not optimize existing
• ❌ People who need extensive corporate structure and support
• ❌ Those focused on title/hierarchy over rolling up sleeves
• ❌ Anyone uncomfortable with fast-moving, flat organizational culture

Benelux is our home market and proving ground. What you build here becomes the blueprint for future markets.

As Benelux market Lead, you will:

• Set the standard for what great market lead execution looks like
• Own the commercial engine in our most established market
• Shape the playbook that scales across Europe
• Have high visibility with leadership and the board
• Unlock your own growth: Prove the model here, expand into multi-country leadership

This is a high-impact, high-visibility role with real autonomy and upside.

Phase 1 (Months 0-6): Inherit team, assess performance, implement improvements, hit targets

Phase 2 (Months 6-18): Scale what's working, potentially add 1-2 AEs as pipeline grows, optimize processes

Phase 3 (18+ months): Expand scope to multi-country leadership or evolve into broader GTM role

Growth unlocks growth. Prove you can scale Benelux, and bigger opportunities open up.

We’re not a giant enterprise. We’re a growing B2B SaaS scale-up with 3,000+ customers and big ambitions. Here, you’ll be empowered to build, test, and own your growth engine—without red tape or layers of approvals.

• Work with a diverse, international team (27 nationalities, 47% female representation)
• Direct access to leadership, flat structure, high transparency
• Offices in Belgium, Netherlands, Germany, Sweden, Portugal, and Romania
• A clear mission: make life easier for finance teams, HR, and employees across Europe

Welcome to Mobilexpense where your skills drive progress and innovation!