Payrails: EMEA GTM Team Build

When Payrails began building its commercial function, 2B partnered with the founders at a critical moment —transitioning from early traction to structured, scalable growth. What started as a small number of strategic hires quickly evolved into a full GTM team build across Europe, delivering 9 key hires within the first 12 months.

From the outset, the focus was clear: this wasn’t about filling roles, it was about building a high-calibre revenue organisation capable of winning complex, enterprise-level business. That meant accessing talent from leading payments and SaaS companies, and ensuring every hire had the experience, credibility, and mindset to operate in a fast-scaling environment.

2B’s approach centred on deeply understanding the product, the market positioning, and the type of individuals who would thrive within Payrails’ culture. In a highly competitive hiring market — where top talent from companies like Stripe and Adyen is in high demand — this level of precision was critical to securing the right people quickly.

Over a 12-month period, 2B helped build out the core Sales function — laying the foundations for a scalable GTM engine. The result is a team equipped to engage enterprise merchants, support international expansion, and drive repeatable revenue growth from an early stage.

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