Director of GTM Solutions | Fintech & Payments | Hospitality SaaS

Charlie Delamare

I build and scale go-to-market engines at the intersection of fintech, payments, and hospitality SaaS. At Mews, I lead a 38-person GTM Solutions org spanning presales, fintech solutions, and revenue operations. I've grown teams from 4 to 38, driven €200k+ in PMRR through technical delivery, and helped position Mews as a fintech company — not just a PMS. I started in hospitality as a hotelier, moved into SaaS, and now sit at the crossroads of commercial strategy and engineering. I think in systems, ship tools that actually get used, and care about craft.

Get in touch Download CV

€0k+

PMRR Driven in 6 Months

4→0

GTM Solutions Team Growth

$0.5B

Company Valuation (Series D)

Global Markets Covered

Experience

Selected roles where I built teams, shipped products, and moved numbers.

Director, GTM Solutions

Mews

2025-07 — Present

London, United Kingdom

Leading GTM Solutions at Mews, overseeing a 38-person team across presales, fintech solutions, and payments functions to drive commercial success in hospitality SaaS and fintech following a $300M Series D at $2.5B valuation.

Scaled GTM Solutions team to 38 people across presales, fintech solutions, and payments
Delivered keynote at NoVacancy London 2026 on 'The Metrics That Matter'
Featured on 'Matt Talks Hospitality' podcast with Mews CEO Matt Welle discussing AI in hotel operations
Driving GTM strategy for Mews following $300M Series D at $2.5B valuation
Sponsored the SABER initiative — an AI-powered SMB deal intelligence router built on Claude and Databricks

GTMFintechPaymentsLeadershipAI

Senior Manager, Payments Solutions

Mews

2024-09 — 2025-07

London, United Kingdom

Led the Payments Solutions function at Mews, launching the Payments Solution Specialists team and helping execute the 'Turn Mews into a Fintech' OKR. Co-presented at Mews Unfold 2025 on embedded fintech and spoke at the PSE Merchant Acquiring Conference.

Launched Payments Solution Specialists function from the ground up
Drove execution of the 'Turn Mews into a Fintech' OKR
Co-presented 'The Future is Embedded' at Mews Unfold 2025 with Susanne Sandler (GM of Fintech)
Spoke on Embedded Finance at PSE Merchant Acquiring Conference 2025 alongside Stripe, Adyen, Mollie, and Verifone
Designed value-led sales cycles at the intersection of sales, product, operations and finance

PaymentsFintechPresalesSpeaking

Manager, Solutions Architects

Mews

2023-10 — 2024-10

London, United Kingdom

Led a 10-person Solutions Architecture team delivering technical solutions across global markets. Moderated sessions at Mews Unfold 2024 and hosted the Hospitality Insights webinar series with leaders from Forbes Travel Guide and McKinsey.

Built and developed a high-performing 10-person team
Drove €200k in PMRR within six months through impactful technical delivery
Moderated 'Oiling Your Operational Engine' at Mews Unfold 2024 in Amsterdam
Hosted Hospitality Insights webinars with Stuart Greif (Forbes Travel Guide) and Del Ross (McKinsey)
Streamlined client onboarding and support processes, boosting efficiency and satisfaction

PresalesSaaSTeam ManagementSpeaking

Solutions Architect

Mews

2021-10 — 2023-05

London, United Kingdom

Bridged technical and commercial goals across the UK, Ireland, Latin regions, and global markets. Acted as lead technical partner for enterprise clients and Mews' alternative accommodations expert.

Supported deals worth €50k+ PMRR as lead technical partner
Delivered integrations with Zapier, Postman, and Miro
Introduced the Sprint Review Summary to align GTM and product teams
Earned 2023 Growth Mindset award for driving innovation
Published Mews Community interview on payments, sharing real-world experience from Palmers Lodge

PresalesSaaSIntegrations

Business Improvement Manager

Palmers Lodges

2018-04 — 2021-03

London, United Kingdom

Spearheaded operational improvements at Palmers Lodge, implementing Mews PMS and automating payment processes to drive record revenues and support a property sale. This is where I first became a Mews customer before joining the company.

Saved £6,000 per month by automating payment processes and reducing no-show fee losses
Contributed to record 2019 revenues, surpassing financial targets by over 5%
Oversaw due diligence for a successful property sale
Implemented Mews as the property management system — later joining Mews as a result

HospitalityOperationsBusiness Improvement

Projects

Things I've built, shipped, or contributed to.

Turn Mews into a Fintech

Problem: Hotels were losing revenue to fragmented payment stacks and manual reconciliation. Mews needed to shift from being seen as 'just a PMS' to a full embedded fintech platform.

Solution: Led the strategic initiative to embed payments and fintech products into the Mews platform. Built and launched the Payments Solution Specialists team, partnered with Product and Sales to align GTM around fintech positioning, and spoke at industry events (Unfold, PSE Merchant Acquiring Conference, NoVacancy) to evangelize embedded finance in hospitality.

Drove €200k+ PMRR within first 6 months of the Solutions Architects team
Positioned Mews as a fintech company — contributing to a $300M raise at $2.5B valuation in January 2026
Grew GTM Solutions org from 4 to 38 people across presales, fintech, and RevOps
Spoke on embedded finance at PSE Merchant Acquiring Conference alongside Stripe, Adyen, Mollie, and Verifone

Mews PaymentsSalesforceConfluenceGongPaymentsFintechGTM Strategy

View project

GTM Solutions Enablement Engine

Problem: Rapid team growth (4→38) meant new hires needed to ramp fast on complex technical sales across global markets, but onboarding was ad hoc and tribal knowledge was scattered.

Solution: Designed and shipped a structured enablement framework: onboarding programs, Gong call scorecards, Sprint Review Summaries to bridge Product and GTM, and standardised technical delivery processes for enterprise deals worth €50k+ PMRR. Organised the 2025 GTM Solutions Global Offsite in Prague with Deal Dissection sessions and innovation workshops.

Reduced ramp time for new Solutions Architects through structured onboarding
Won Growth Mindset award (2023) and True Mews award (2025) for driving innovation and culture
Created a repeatable offsite blueprint with peer-to-peer learning, Deal Dissection decks, and hands-on workshops
Team consistently delivered technical solutions across UK, Ireland, Latin, EMEA, and North American markets

GongConfluenceSalesforceSlackMiroEnablementRevOpsTeam Building

AI-Powered Internal Tools & Automations

Problem: Presales and RevOps workflows at Mews relied on manual processes — from Typeform+Zapier chains to scattered usage data — slowing down the team and hiding insights.

Solution: Built a suite of internal tools using Claude Code and AI: a Mews Connector API MCP server exposing all 155 API endpoints for Claude and ChatGPT, an AI agent usage dashboard and ROI calculator, a webhook-driven free trial backend (Next.js + Prisma + PostgreSQL on Render), and replaced legacy Typeform workflows with custom apps that call APIs directly.

Shipped a full demo sandbox generator app — front end, back end, database, external APIs — without writing a single line of code manually
Built an MCP server covering all 155 Mews Connector API endpoints, enabling non-technical team members to prototype with the API
Automated manual workflows, freeing up SA time for higher-value technical delivery
Demonstrated 'if you can dream it, you can create it' approach that expanded what GTM teams could build in spare time

Claude CodeTypeScriptNext.jsPrismaPostgreSQLMCPVercelRenderAIAutomationDeveloper Tools

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Glean AI Agent Suite for GTM Solutions

Problem: GTM teams were drowning in siloed data across Salesforce, Gong, Slack, email and Confluence. Weekly updates, demo prep, and reference selection relied on manual digging and inconsistent storytelling, limiting scale and making it hard to reuse best practices.

Solution: Designed and built a suite of internal AI agents in Glean tailored to GTM workflows, including the Weekly Update Agent, Case Study Recommender, Referencable Customer Recommender, Redirect to Mews App and SMB Call Prepper. Standardised how agents document their purpose, audience and ownership in a shared catalog, so anyone in GTM Solutions can discover and reuse them instead of starting from scratch.

Cut the time to produce high-quality weekly updates by auto-summarising meetings, Salesforce activity and impact into a structured template
Made it trivial for AEs and SAs to find relevant case studies and referenceable customers by city and property type, reducing ad-hoc Slack requests
Improved SMB demo preparation quality by packaging discovery insights into suggested demo agendas and storylines via the SMB Call Prepper agent

GleanClaudeSalesforceGongSlackConfluenceAIAutomationEnablementInternal Tools

Mews Payments Value Analysis Tool & FX Revenue Program

Problem: When competing against incumbent acquirers and PSPs, GTM teams struggled to compare Mews Payments economics to legacy statements, especially on complex fee structures and multi-currency (FX) flows.

Solution: Partnered with Fintech and Field Sales Specialists to refine the Mews Payments Value Analysis Tool — a structured spreadsheet and playbook that ingests merchant statements and Mews quotes, normalizes card fees, chargebacks and costs by scheme, and calculates like-for-like comparisons including time-savings from automation.

Equipped SAs and FSS to run structured value analyses for enterprise and chain merchants
Helped re-engage properties that had opted out of Multicurrency by quantifying missed FX revenue — seven hotels opted back in, including six Crown Hotels re-aligned after conversations at Unfold
Enabled a more confident payments story with groups like BWH HQ by providing concrete methodology for fee comparison

Excel/Google SheetsMews PaymentsConfluenceSalesforcePaymentsFintechSales ToolsValue Engineering

GTM Solutions 2025 Global Offsite

Problem: As GTM Solutions scaled across regions and segments, work became fragmented: different pods were solving overlapping problems, sharing wins informally, and running inconsistent demos and technical narratives.

Solution: Designed and facilitated the 2025 GTM Solutions offsite in Prague, including strategic 'Where we're going' sessions, innovation workshops, and structured engagement with the CEO. Curated Deal Dissection sessions where SAs walked through real opportunities (YMCA of the Rockies, Basecamp Resorts, Citybox, Habyt) using a common slide template focused on tech stack, solution design, and lessons learned.

Created a repeatable offsite blueprint for GTM Solutions with strategic context, peer-to-peer learning, and hands-on workshops
Surfaced concrete patterns in successful enterprise deals via standardized Deal Dissection decks
Strengthened cross-market relationships by bringing together UKIE, EMEA, LSC and NOAM Solution Architects

ConfluencePowerPointSalesforceGatherEnablementLeadershipCultureGTM Strategy

What people say

“This post was not generated with AI, I promise. Charlie joined me on the Matt Talks Hospitality podcast to discuss how AI is already simplifying hotel operations. His insights on practical AI adoption in hospitality were brilliant.”
Matt Welle
CEO at Mews