Mews · 9 hours ago
Senior Manager, GTM Strategy & Ops
United States
Full-time
Remote
Senior Level, Lead/Staff, Director/Executive
5+ years expMews is a leading hotel tech company valued at $1.2 billion, focused on transforming the hospitality industry with innovative cloud technology. The Senior Manager, GTM Strategy & Ops will be responsible for owning the strategy and operational processes that drive customer acquisition, retention, and revenue growth, while collaborating with various teams to ensure alignment and effectiveness across the customer lifecycle.
Enterprise SoftwareHospitalityHotelProperty ManagementTravel
Responsibilities
Own the bottoms-up GTM revenue and capacity models across: Regions and segments; New business, renewals, and expansion; Product lines (SaaS + Payments)
Define, analyze and continuously refine: Pipeline coverage expectations; Productivity and ramp assumptions; Attach-rate targets; Time-to-payments assumptions
Act as the single point of accountability for GTM financial targets, including explaining tradeoffs, risks, and sensitivities to leadership. Executional modeling may be delegated but accountability stays here
Establish tight operating rhythms with Sales, CS, MKT and FP&A to review assumptions, leading indicators, and risks
Continuously compare actuals against GTM financial targets and provide the Commercial and Customer Success teams with actionable insights to inform intra-month, quarter and year decision, allowing the team to make quick pivots
Leading the development of data-driven processes, including target account selection and ICP (Ideal Customer Profile) identification for individual product lines, to refine our approach to upsells
Collaborating with the GTM Analytics to ensure reporting frameworks are robust, widely used, and continuously evolving to meet business needs
Own the business logic (not tooling) for the following areas across Commercial and CS: Territories & Segmentation: Define segmentation logic, territory design principles, and coverage philosophy
Pipeline Coverage & Forecasting Logic: Set coverage formulas, forecast definitions (e.g. commit), and expectations for forecast accuracy. Own forecast accuracy across new business, cross-sell, upsell, and renewals driving continuous improvement in assumptions and methodology
Compensation Strategy: Define comp philosophy, incentive mechanics, and target alignment for both Commercial and CS
Customer Hierarchies & Credit Logic: Define how chains, groups, and parents roll up commercially and within CS
Renewals & Expansion Rules: Define renewal mechanics, uplift logic, churn categorization, and expansion definitions
CS Motions & Workflows (Strategy Layer): Define CS motions, renewal steps, and success criteria (health logic, timing, ownership), in partnership with CS leadership
Product packages & SKUs: Work with the pricing and packaging team to define what we sell and how products are bundled
Co-own the end-to-end post-sale customer journey, partnering with Deployment, Customer Success, Support, and Business Systems
Design and implement scalable processes that reduce time-to-payments, improve retention, and unlock expansion
Continuously iterate on the customer journey, finding pain points in how customers interact with Mews and how Mews reps bring customers from lead to signed to activated and payments generating
Lead and develop a high-performing Strategy and Ops team, fostering a culture of ownership, curiosity, and continuous improvement
Act as a trusted strategic partner to Commercial and Customer Success leadership, influencing decisions across goal setting, capacity, process and territory design and overall GTM strategy
Align cross-functional priorities across Revenue Operations, Finance, and Systems to deliver outcomes
Qualification
Preferred
5+ years in Sales Ops, CS Ops, Commercial Ops, or Revenue Ops in a SaaS business, ideally multi-region or multi-product
2+ years of people management experience, including leading high-performing teams and coaching individuals to develop new skills and capabilities
Exposure to FinTech / payments models or Support orgs is a plus
Salesforce CRM knowledge
Strong background in financial modeling, revenue analytics, and forecasting
Experience influencing stakeholders from C-suite to frontline managers
Exceptional work ethic and throughput, rapid learning ability, strong attention to detail, high ownership, and a clear bias for action
High integrity: acts ethically, builds trust, and consistently follows through
Seeking a career-defining role with meaningful responsibility and strong opportunities for personal and professional growth
Company
Mews
Mews is a cloud-based hotel property management system that helps simplify hotel operations so properties can focus on their guests.
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
$817.28MKey Investors
EQT GrowthTiger Global ManagementVista Credit Partners
2026-01-22Series D· $300M
2025-03-04Series Unknown· $75M
2024-09-26Debt Financing· $100M
Leadership Team
Matthijs Welle
CEO
Charles Wells
Vice President, Product Marketing
Recent News
2026-01-23
2026-01-23
TheRecursive.com
2026-01-23
Company data provided by crunchbase