Sales Operations Lead
Capi is building the financial infrastructure for emerging markets trade.
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.
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 100 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.
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