GTM Lead

Visa · Madrid · onsite 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.