GTM Lead

About Us

Finmo is a next-generation Treasury Operating System that enables CFOs to see their financial operations in real time and forecast what's coming next. It unifies payments, cash and liquidity management, FX risk management, and financial reporting into a single intelligent platform, transforming fragmented data into connected, actionable intelligence.

Finmo is backed by leading fintech investors. Our oversubscribed US$18.5M Series A was co-led by PayPal Ventures and Quona Capital, with participation from Citi Ventures, bringing total funding to US$27M. We are also recognised by respected industry institutions, including:

• CB Insights Fintech 100 (2025) - named among the 100 most promising private fintech companies
• Forbes Asia 100 to Watch (2025)
• Grand Award – Cross-Border Fintech Unicorn Potential (2026) by Asia FinTech Alliance
• FinTech of the Year (2026) by Asia FinTech Awards
  

Founded in 2021, Finmo is headquartered in Singapore, with additional offices in Australia, Malaysia, and India, and plans for further global expansion. We are committed to upholding core values such as curiosity, integrity, attitude and customer-centricity. We foster a culture that encourages thoughtful risk-taking and problem-solving, aiming to balance perfection with timely execution.

For more information, please visit our website at www.finmo.net

About the role

We are looking for an experienced Go-to-Market (GTM) Lead to define and drive our go-to-market strategy across priority products and markets. The role covers our treasury and cash tools, business accounts, acquiring, FX and card issuing products, across Asia-Pacific, the Middle East, the UK and Europe.

This is a senior commercial role that combines strategy with hands-on execution. You will work with Sales, Marketing, Customer Success, RevOps, Product and Compliance to sharpen our target customer segments, define how we position and take products to market, and build and manage a business development team with the processes and workflows needed to generate qualified pipeline.

You will determine where we play, who we target, how we win, and how we build repeatable GTM motions that scale across markets.

Key responsibilities

1. GTM strategy and execution

• Define and lead end-to-end GTM strategy for priority products, customer segments and markets, including treasury and cash tools, business accounts, acquiring, FX and card issuing.

• Translate business and product priorities into GTM plans, execution roadmaps, milestones and success measures.

• Assess market opportunities, customer needs, competitive dynamics and Finmo's capabilities to decide where and how we compete.

• Run design-partner and pilot programmes for early-stage products to validate product-market fit before scaling the sales motion, with documented scale or stop criteria.

• Drive execution of agreed GTM plans with cross-functional teams and refine the approach based on commercial performance, customer insight and market feedback.

2. Market and geographic expansion

• Define and refine target customer segments, ideal customer profiles (ICPs), buyer personas and priority use cases.

• Conduct market sizing, competitive analysis and whitespace assessment to identify commercial opportunities.

• Develop market-entry and expansion strategies across existing Asia-Pacific markets and priority expansion markets including the UK, Europe, Hong Kong, the Philippines and the UAE.

• Assess market readiness, including current capability baseline, available product scope, indicative pricing, target segments, and the partner, network or licensing requirements needed for entry and execution.

• Recommend market and segment prioritisation and sequencing based on commercial potential, strategic fit and execution readiness, and translate assessments into actionable market GTM plans.

3. Commercial strategy and product positioning

• Translate product capabilities into clear, differentiated customer value propositions.

• Partner with Product, Sales and Marketing to refine positioning, messaging and priority use cases.

• Support the development of pricing, packaging and commercial propositions.

• Identify new revenue streams, customer segments and commercial growth opportunities.

• Establish feedback loops between customers, Sales and Product to improve product-market fit and commercial propositions.

4. Inbound and outbound operating model

• Design scalable inbound and outbound motions aligned to priority products, ICPs and markets.

• Define the end-to-end operating model across prospecting, outreach, sequencing, qualification, tracking and reporting.

• Assess and recommend sales and outbound tooling, workflows and processes.

• Define the SDR/outbound team structure, market coverage, ownership and ways of working.

• Build and lead the SDR/outbound function as it stands up, including hiring, enablement and top-of-funnel targets.

• Establish handoffs, responsibilities and accountability between SDR/outbound and Sales.

• Develop GTM and sales playbooks, messaging frameworks and prospecting approaches.

• Set top-of-funnel KPIs and performance expectations, including meetings generated, qualified pipeline, conversion and activity or service-level measures.

• Work with Compliance on market entry and solicitation constraints for outbound programmes across jurisdictions.

5. Cross-functional leadership

• Act as a strategic partner to senior leadership on GTM and commercial priorities.

• Work with Sales, Product, Marketing, Partnerships and RevOps to drive alignment and execution.

• Support Revenue Operations on incentive plan design, pipeline stage definitions and CRM reporting hygiene.

• Lead GTM planning sessions, workshops and commercial reviews.

• Influence stakeholders and drive outcomes across functions without direct reporting authority.

• Present recommendations, insights, trade-offs and progress to senior stakeholders.

• Ensure agreed GTM strategies translate into clear ownership, actions and measurable outcomes.

What we're looking for

Each requirement below follows from the responsibilities above.

• 12+ years of experience across go-to-market, commercial strategy, growth, sales strategy or revenue roles.

• Commercial experience in both B2B SaaS and payments or banking products. Experience in one alone is not sufficient.

• Demonstrated experience developing and executing GTM strategy for B2B products, including defining customer segments, ICPs, value propositions and commercial strategy.

• Direct go-to-market and sales experience across Asia-Pacific and the Middle East, with demonstrated revenue ownership in at least two Asia-Pacific markets.

• A zero-to-one record: you have taken at least one new product or new market from pre-revenue to validated product-market fit through design partners, pilots or an equivalent structured validation motion.

• Built and led a sales development or business development function from scratch, including hiring, ICP definition, messaging and the design of both inbound and outbound motions, across more than one market.

• P&L or full revenue-line ownership, with board-level reporting through at least one funding round.

• Working knowledge of banking, payments or CFO-suite products and how finance teams use them.

• Experience selling in or into a regulated financial-services environment (licensed payment institution, EMI or bank), including working with compliance teams on market entry and solicitation constraints.

• Hands-on experience across at least three of these GTM motions: direct mid-market or enterprise sales, SME velocity sales, channel partnerships, and community or design-partner programmes.

• Strong cross-functional stakeholder management and influencing skills.

• Comfortable operating in a fast-paced environment where priorities and market conditions evolve.

Preferred experience

• Market entry experience in emerging corridors such as the Philippines, Hong Kong or the UAE.

• Prior go-to-market exposure to the UK or European SME segment.

• Familiarity with bank connectivity and open-banking data (bank feeds, account information services).

• Experience building professional communities or advisory networks as a demand channel for finance buyers.

• Experience with HubSpot, Clay, Apollo and AI tooling to build in-house CRM and prospecting workflows.

• Prior experience in strategy, commercial, growth or management consulting.
  
  Our Commitment to Fairness
  Finmo is an inclusive, people-first workplace that values merit and performance. We are committed to providing equal opportunities for all and to fostering a work environment free from discrimination. We evaluate all candidates on the basis of merit, performance, and role fit without regard to age, race, gender, religion, marital status, disability, or any other characteristic unrelated to job performance.
  
  We provide a supportive environment where our people can grow, contribute meaningfully, and thrive. All hiring decisions are made in accordance with applicable employment and fair employment laws in the country of hire.
  
  Note: Submissions by recruitment agencies will not be accepted. Only shortlisted candidates will be contacted.
  
  Thank you for your interest in pursuing a career with Finmo!