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Commercial Strategy Manager (International)



London, UK
Posted on Wednesday, May 22, 2024

About us

At GoCardless we believe bank payments are the best way to pay and get paid. We also believe that bank account data is a powerful tool to make better, faster decisions. We’re making it easy to use both- for businesses everywhere.

GoCardless is used for domestic and international payments by 85,000+ organisations and counting, processing more than $30 billion across 30 countries. We’re an award-winning London based fintech, with additional offices in Riga, Paris and Melbourne.

The International Commercial Strategy team

The mission of the International Commercial Strategy team is to scale our international business by leveraging best-in-class bank payments, localised to each market supported by making high-quality decisions and translating these decisions into action. We report to the Director of Corporate & Commercial Strategy.

The role

The Commercial Strategy manager, International will work closely with the Director, International Senior leadership team and wider commercial strategy team members to drive the creation, implementation and oversight of the overall strategic direction and vision of our International markets.

Your primary focus will be on implementing the long-term GTM vision, aligned to our long-term plan (LTP) and ensuring we have a conducive, iterative GTM strategy to deliver against our short and long-term goals. This will require you to be responsible for setting the direction for the strategy as well as revisions and adjustments in the year as we see performance unfold.

You will be accountable for sourcing new expansion opportunities (via business cases), overseeing existing business cases, alongside ensuring the smooth running of the group.

What excites you

  • International GTM Vision + 1-year strategy
    • Responsible for International's long-term vision across all Sales-led channels
    • Translation of the vision into a cohesive 1-year GTM strategy, aligned to LTP expectations
  • Annual Budget Setting & Success Metrics
    • Responsible for International budget setting, and revenue targets across two sales-serve revenue buckets (New/Existing)
    • Consult and set revenue targets across two self-serve revenue buckets (New/Existing)
  • Annual GTM Strategy (Operational Plan) & Quarterly Prioritisation
    • In-year strategy for delivering against determined success metrics - optimising the 6 stages of the sales funnel, for both revenue growth and efficiencies
    • ‘Air traffic control’ to guide prioritisation of initiatives outside of BAU to drive performance
    • Discovery of ‘net new’ initiatives to drive incremental commercial performance i.e SAM expansion + ROI on initiatives
    • Consult annual roll-out of variable compensation framework for all front-line teams
  • Business Cases
    • Custodian of new business cases originating from International markets + overview delivery of existing business cases i.e one-off services & success packages
  • Product <> International roadmap & prioritisation - Quarterly roadmap setting, problem escalation
    • With Product senior management, determine the end-state for the product in each BU
    • Alignment and commercial responsibility with key product managers on discovery initiatives which further International proposition via end-state
    • Quarterly roadmap setting considering the maturity of proposition vs key segments
  • Where we play, Pipeline targetting (CDG & Indirect) & ROI (guiding International PMM & RevOps)
    • Supporting the refinement of our ICP per BU (segments & buyer persona)
    • Advising on SAM grading & Territory setting
    • Guiding CDG & Indirect planning to target the ICP (marketing & new partner acquisition) + reporting on ROI

What excites us

  • 5-8 years of relevant strategy & operations experience
  • Structured thinker, with experience developing frameworks to tackle abstract and ambiguous problems
  • Previous experience of operating effectively & delivering in a similar role either within strategic planning or business operations
  • Proven ability to manage stakeholders across multiple levels, functions, and geographies; ease in dealing with senior stakeholders (verbal & written)
  • Results-driven mindset

We don’t expect you to meet every requirement. If you’re excited by this role, we encourage you to apply.

(some of) The good stuff

  • Wellbeing - stay healthy with dedicated support and medical cover
  • Work away scheme - you can apply to work away from your country of residence for up to 90 days in any 12 month period
  • Adaptive Working - allows you to work flexibly, around your lifestyle
  • Equity - all permanently employed GeeCees receive equity so we can share in the success we achieve together
  • Parental leave - to suit everyone embarking on life's great adventure
  • Time off - generous holiday allowance, + 3 annual volunteer days, + 4 annual business-wide wellness days (‘GC Fridays’)

Life at GoCardless

We're an organisation defined by our values; We start with why before we begin any project, to ensure it’s aligned with our mission. We make it happen, working with urgency and taking personal accountability for getting things done. We act with integrity, always. We care deeply about what we do and we know it's essential that we be humble whilst we do it. Our Values form part of the GoCardless DNA, and are used to not only help us nurture and develop our culture, but to deliver impactful work that will help us to achieve our vision.

Diversity & Inclusion

We’re building the bank payment network of the future and our ambition is to move money anywhere, for anything, for anyone. If we’re going to achieve this goal, we need to build a team of ‘GeeCee’s’ that is as wonderfully diverse as the world we live in - with a multitude of perspectives, experiences & backgrounds.

We’ve got a long way to go, but here’s how we’re doing as of June 2023;

42% identify as women

28% identify as Black, Asian, Mixed or Other

9% identify as LGBTQIA+

9% identify as neurodiverse

2% identify as disabled

We’re rooting for you during your application and GoCardless aims to provide reasonable adjustments to make our recruitment process as remarkable and accessible as we can. Please speak to your Talent Partner if you need extra support.

If you want to learn more, you can read about our Employee Resource Groups and objectives here as well as our latest D&I Report


We’re committed to reducing our impact on the environment, leaving a more sustainable world for future generations. In 2021 we became co-founders of the Tech Zero coalition, a group of businesses committed to taking climate action as part of the UNFCCC Race to Zero. We aim to reduce our impact and to create positive change on the natural world. Check out our sustainability action plan here.

Find out more about Life at GoCardless via Twitter, Instagram and LinkedIn.