GTM Operations Lead

As GTM Operations Lead at CoinGate, you own the operational and analytics side of sales execution across inbound, outbound and account management. You'll report to the Head of Sales and Account Management as their operating partner, turning strategy into a ranked plan, running the rhythm, and making sure it lands. At a company of around 55 people, you'll be measured on forecast accuracy, numbers the team uses without double-checking, and roadmap items delivered on time.

What you'll do

• Run the commercial roadmap as one ranked list of initiatives with an owner and a date each, communicating slippage to the team before deadlines rather than after.
• Own the operating rhythm: Monday numbers, weekly team reviews, monthly and quarterly business reviews, and reporting to the CEO, sending numbers ahead so meetings make decisions instead of reading data.
• Build and run the revenue forecast, forecasting merchant ramp and usage rather than just closed deals, since revenue at CoinGate is processed volume multiplied by net take rate.
• Drive planning and incentives: targets by vertical and seller, territory allocation, capacity and headcount plans, and accurate monthly commission runs, modeling every plan change before it goes live.
• Own the funnel from merchant registration to first live payment, working with Compliance to identify where merchants stall in verification, integration and activation under MiCA and AML/CTF checks.
• Make HubSpot the single source of truth through data model, required fields, lost reasons, alerts and automations including your AI SDR.
• Provide account management with merchant tiering analysis, product performance per merchant, and early warning when a merchant's volume starts to decline.
• Use AI as a default working tool for research, analysis, drafting and prototyping before adding process or headcount.

What you bring

• 5+ years in revenue operations, sales operations, BizOps or GTM analytics at B2B companies, with at least two years as the person accountable for the function's results.
• A track record building a forecast, planning cycle or commission process from scratch and running it for at least a year, improving it every cycle.
• Experience with usage- or volume-based revenue models (payments, fintech, infrastructure, usage-based SaaS) where revenue follows usage rather than the signature.
• Admin-level HubSpot or Salesforce skills: you build properties, pipelines, workflows and reporting yourself rather than file requests.
• Strong quantitative skills: you own a forecast, can tell us how far off it was and why, and what you changed in execution as a result.
• The ability to write clearly, decide what not to do, keep a team's commitments on track without being chased, and push back on leadership when the data says so.
• Fluency with AI tools for analysis, automation and everyday problem-solving.

Nice to have

• Payments, crypto or regulated fintech experience, including knowledge of MiCA, AML/CTF, PSD2 or EMD.
• Experience building AI-driven sales automation, identifying when it underperforms, and fixing it at scale.
• A track record scaling operations through a growth phase or international expansion at a company of 30 to 200 people.
• Experience managing or mentoring analysts or operations specialists.

What we offer

• Up to 4,600 € monthly gross, plus commission on roadmap targets. We are open to discussing a different salary based on your skills and experience.
• A modern office in the heart of Vilnius with convenient parking.
• Additional health insurance or a monthly wellness allowance, you choose which suits you best.
• Employee discounts and referral bonuses.
• Extra wellbeing days.
• Team-building activities and occasional workations in Lithuania and abroad.
• The opportunity to influence decisions and make an impact beyond your own function.

About CoinGate

CoinGate is a Lithuanian fintech company founded in 2014 that specializes in payment solutions for businesses to pay and get paid with cryptocurrencies and stablecoins. With over a decade of experience and a MiCA licence, CoinGate is one of the leading players in the space.