Sales Operations Lead

At Capi, we help businesses in emerging markets pay their international suppliers - simply, quickly, and fairly.

Backed by $18M+ from top-tier investors like Creandum, Y Combinator, General Catalyst, and angels from Revolut, Checkout, Stripe, and Remitly, we’re building the financial infrastructure that emerging markets deserve.

By making global trade smoother and more accessible, we help local businesses grow faster, hire more people, and power prosperity across their communities.

Our mission is to grow GDP in emerging markets by making the global financial system fairer and more accessible. We’re tackling global trade, making it easier for importers to pay their international suppliers. Our platform enables businesses to expand rapidly, create jobs, and be engines of prosperity for their countries.

Our team is made up of approx 80 people across 10 countries; we are a group of a highly-ambitious, get-it-done people, who like to work hard on something that has a tangible impact in the world. And we’re looking for more people to join our team!

Take a look through Capi’s mission & values.

About the Commercial Team

Our commercial team is the heartbeat of Capi - a collective of curious, driven, and hands-on builders. They’re constantly out in the field, meeting customers, uncovering their challenges, and designing real solutions that make cross-border payments simpler and faster. Powered by HubSpot, they stay structured and data-minded, transforming each interaction into insight, and every insight into growth.

They thrive with an entrepreneurial spirit - self-starters who take ownership, rely on data to guide decisions, and are passionate about supporting businesses in navigating their international payment challenges.

Role Overview

We are scaling a multi-market B2B commercial organisation in emerging markets, where winning looks different from standard Western European sales playbooks.

Growth now depends less on more people and more on smarter systems, local adaptability, and disciplined execution. This role exists to take what works in the best B2B organisations globally and intelligently adapt it to complex, fast-evolving markets.

You will be the central owner of commercial capability: how teams onboard, learn, execute, and improve in environments where process must serve reality, not dogma.

This is a high-impact role for a top-tier operator who wants to build the most efficient commercial engine in markets where the upside is still ahead.

Key Responsibilities

Commercial Performance & Insights

• Define and maintain standards for commercial reporting and insights, ensuring consistency, clarity, and comparability across markets

• Analyse commercial performance across markets and segments to identify conversion, retention, churn, and revenue efficiency drivers, moving beyond reporting to clear recommendations

• Continuously analyse revenue performance and mix to surface inefficiencies, focus areas, and opportunities for incremental growth

Strategic Partnership with Markets

• Act as a thought partner to Market GMs, supporting commercial prioritisation, performance diagnosis, and preparation for leadership and exec reviews

• Partner with GMs and commercial leaders to shape priorities and resource allocation based on data-driven insights

• Stay closely connected to market reality, using frontline insight to pressure-test assumptions and inform central strategy

Commercial Enablement & Execution Excellence

• Lead the design and evolution of commercial enablement and playbooks (sales, KAM, partner), ensuring they are practical, adopted, and drive execution quality

• Establish and maintain a shared understanding of ICP, customer segmentation, and competitive positioning across markets and other functions

• Own the commercial learning loop: deep dives, experiments, retrospectives, and playbooks that scale what works across markets

Cross-functional Leadership & Governance

• Drive cross-functional commercial initiatives end-to-end, ensuring insights translate into execution and measurable outcomes

• Prepare structured materials and narratives for leadership, commercial deep dives, and board-level discussions as needed

Requirements

Experience

• 4–7+ years experience in strategy consulting, commercial ops, sales enablement, or similar roles, ideally with hands-on operating exposure

• Proven ability to navigate both senior leadership environments and frontline field teams, including in emerging markets

Skills & Competencies

• Strong analytical skills with the ability to translate data into clear commercial recommendations

• Proven ability to create structure in ambiguous environments and prioritise high-impact work

• Credibility to work with GMs and senior commercial stakeholders; confident challenging with data

• Strong communication skills, both in written commercial narratives and live discussions

• Hands-on mindset, comfortable designing, documenting, and implementing, not just advising

• High ownership mentality and ambition to grow into a broader commercial leadership role as the organisation scales

• Fluent in English and French

What Success Looks Like

• Commercial initiatives are run with clarity, ownership, and follow-through

• Leadership has structured, actionable insight into market performance

• Field teams feel supported - not burdened - by central ops

Additional Attributes

• Deep alignment with Capi Money’s mission to make global finance accessible and fair.

• Entrepreneurial mindset with a “no task too small” attitude and readiness to roll up sleeves.

• Experience in early-stage, VC-backed startups or top-tier consultancy is a plus.

• Thrives in ambiguity, learns fast, and builds from first principles.

Additional Information

• This is a full-time position with competitive salary, share options, and benefits

• This is a hybrid position; we are in the office 3 days per week

• Start date: March 2026 - we are aware people will have notice periods, and can adjust as needed

Capi is an equal opportunity employer and welcomes candidates from diverse backgrounds. We’re all about building a diverse, inclusive team at Capi. Whoever you are, we’d love to hear from you. If there’s anything you need to make the interview process easier—whether it’s accessibility support, a different format, or just a heads-up about what to expect—just let us know, we’re happy to help.