GTM Lead

Visa's Europe Digital Sales Centre is seeking a GTM Lead to shape how the company identifies opportunities, builds commercial offerings, and orchestrates demand across untapped territories and client segments.

The GTM Lead will be responsible for:

Territory Strategy & Market Development

• Identify high-value, untapped micro-segments and territories across Europe using data, intent signals, and industry insights.
• Develop territory plays, market entry strategies, and scalable, repeatable motions that accelerate time to market for Digital Sales teams.
• Partner with regional leaders to align territory priorities with regional growth objectives and Visa 2030 strategy.
• Translate white-space opportunities into actionable sales plays, qualified pipeline, and measurable revenue growth.

Product & Commercial Development

• Translate market needs, industry trends and customer insights into clear commercial offerings and value propositions.
• Build partnerships with product teams to develop GTM packages that are simple, repeatable and relevant to growth territories.
• Drive 'product-to-market fit' by ensuring every sales motion is backed by the strongest possible recommendation for each client type and maturity.
• Optimize end-to-end customer lifecycle and sales cycle.

Demand Management Planning & Campaign Orchestration

• Lead the design and execution of targeted digital sales plays and outreach flows.
• Partner with B2B Marketing and Business Development Representatives to orchestrate omnichannel demand creation, qualification, and follow-up.
• Ensure continuous performance review of campaigns to optimize ROI, conversion and pipeline velocity.
• Design pilots, establishing success metrics, testing hypotheses, and scaling successful commercial motions.

Data-Driven Insights & Sales Productivity

• Collaborate with Data Analysts to build dashboards, predictive models, and insights that accelerate go-to-market decision-making.
• Leverage CRM, intent platforms, martech stack, market datasets and AI-powered tools to recommend where to focus, value proposition and prioritization scoring.
• Identify blockers to digital sales and specialists productivity and propose strategies for territory optimization, focus and automation.

Operational Excellence & Cross-Functional Alignment

• Serve as the connective tissue between B2B Marketing, Demand Response, BDRs, Sales, Sales Excellence, Product, and Digital Sales teams.
• Standardize and scale GTM best practices, playbooks, and templates across Europe.
• Drive adoption, utilization, and continuous improvement of GTM plays and commercial motions.
• Provide insight-driven recommendations based on market signals, performance analytics, and business outcomes.

Qualifications

• Strong analytical capability with proven experience using CRM, intent data, market insights and segmentation models.
• Prior experience in a full-cycle demand role, or related field with a focus on direct client sales.
• Experience in designing or executing digital-first sales plays or multi-channel demand programs.
• Demonstrated ability to turn market intelligence into actionable commercial recommendations.
• Solid understanding of B2B GTM models, preferably in financial services, technology, SaaS or payments.
• Exceptional communication skills with the capacity to influence and inspire cross-functional leaders.