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Commercial Strategy

il y a 5 heures

Paris, Île-de-France Capi Money Temps plein

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.

Founded by Mitch Riley, Scott Liddle, and Tom Watson - ex-Taptap Send leaders with deep experience across growth, finance, and emerging markets - Capi is on a mission to boost GDP in developing economies.

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 60 people across 12 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

You will report directly to the Head of Growth & Commercial and join a fast-growing central Growth & Commercial Operations team.

The team currently consists of:

  • The Head of Growth & Commercial

  • A Growth Operations Manager focused on backend growth infrastructure, including lead generation, revenue projections, and CRM/data foundation

This role is the second hire in the central team and will play a key role in shaping how the team evolves including its scope, operating model, and ways of working as the company scales. You'll have meaningful input into how we structure and build this function over time.

As Commercial Strategy & Operations Manager, you will act as a central operator, strategist, and problem-solver for Capi's commercial organisation.

You will operate with significant autonomy, working closely with the Head of Growth & Commercial as a thought partner and execution lead on high-impact commercial topics.

Your role is to:

  • Translate field realities into clear insights and decisions

  • Leading high-impact initiatives that cut across markets

  • Helping leadership understand where to focus and why

  • Ensuring strategy actually translates into results on the ground

You will work across three levels:

  • Leadership (strategy, synthesis, decision-making)

  • Market GMs (commercial strategy, performance, priorities)

  • Field teams (ground-truthing, adoption, execution)

This role requires a rare combination of:

  • Highly structured, consulting-style problem solving

  • Credibility with field teams in emerging markets

  • Comfort operating in a high-bar, fast-paced, senior environment

You will spend meaningful time both in-market and at HQ, bridging execution and strategy.

Key Responsibilities

High-Impact Global Commercial Initiatives

  • Lead global, cross-market initiatives that materially move core commercial metrics

  • Structure ambiguous problems into clear hypotheses, analyses, and action plans.

  • Coordinate across Growth, Product, Ops, Compliance, and markets to drive delivery and impact

Commercial Strategy & Market Partnership

  • Work closely with Market GMs on:

    • Commercial strategy and prioritisation

    • Performance analysis and interpretation

    • Preparation of clear narratives for leadership and exec reviews

  • Act as a thought partner to markets - helping them diagnose issues, identify levers, and sequence actions.

  • Ensure local learnings inform central strategy, and vice versa

Performance, Data & Insight

  • Analyse commercial performance across markets and segments to identify:

    • Structural growth blockers

    • Execution gaps

    • Opportunities to standardise or scale what works

  • Move beyond reporting to insight and recommendation

  • Help leadership focus on the right questions, not just the numbers

Experiments & Growth Learning

  • Partner with Growth Ops to analyse commercial and growth experiments

  • Synthesize quantitative and qualitative learnings into:

    • Strategic recommendations

    • Go / no-go decisions

    • Scalable operating models

  • Ensure learnings are documented and embedded into processes and playbooks

Commercial Enablement & Playbooking

  • Own and evolve the commercial playbook, including:

    • ICP and segmentation logic

    • Value proposition and messaging

    • Sales, KAM, and partner operating standards

  • Ensure playbooks are practical, structured, and actually used by teams.

  • Support rollout and adoption in collaboration with GMs

Executive & Leadership Communication

  • Prepare structured materials for:

    • Leadership reviews

    • Commercial deep dives

    • Board-level discussions (as needed)

  • Communicate clearly and credibly with senior stakeholders, balancing synthesis with operational detail

Market Immersion

  • Travel regularly to operating markets to:

    • Understand how teams really work

    • Pressure-test assumptions

    • Build trust and credibility

  • Use field insight to inform strategy

Requirements

Experience

  • 4–7+ years experience in strategy consulting, commercial ops, business operations, 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

  • Highly structured thinker with strong problem-solving skills

  • Strong data savviness: comfortable working directly with raw or semi-structured data (e.g. spreadsheets, CRM exports, dashboards) to assess performance, experiment impact, and commercial opportunities. Able to translate analysis into clear strategic recommendations

  • Comfortable owning ambiguous, cross-functional initiatives

  • Strong written and verbal communicator

  • Willing and able to travel frequently

  • 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 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.