Revenue Operations Lead

CharlieHR; Greater London; Hybrid; GBP 81,000 - 87,000; Full time

Benefits offered by this job

£750 yearly Work Your Way Budget

Access to Learn You Way Fund

£30 monthly wellbeing Budget

Private Health Insurance

25 days annual leave + public holidays

4 bookable Personal days

Sabbatical of up to one month

Enhanced Equal Parental Leave policy

Job summary

A tech-driven HR solution provider in the United Kingdom is seeking a Revenue Operations Lead to enhance customer acquisition and growth. This mid-senior level position involves overseeing the revenue generation engine, managing sales initiatives, and collaborating cross-functionally. The ideal candidate has deep experience in B2B SaaS, strong strategic thinking, and excellent data literacy. Work arrangements are hybrid, with flexible hours and multiple employee benefits.

Responsibilities

• Be the in‑house expert on our revenue‑generation engine.
• Own the translation of commercial strategy into sales initiatives.
• Provide ongoing insights on optimising buying process and pipelines.
• Drive company-wide communication about sales initiatives.
• Line-manage Sales Manager and Account Manager.
• Oversee administration and optimisation of sales systems.
• Develop cross‑functional relationships across teams.
• Define high-quality deals between sales and marketing.
• Provide critical context on maximising revenue generation.

Skills

Experience in a B2B SaaS environment

Deep experience in Revenue Operations

Demonstrated ability to influence sales performance

Strong strategic thinking

Excellent data literacy

Strong experience managing CRM and sales tools

Experience working cross-functionally

Experience line-managing managers

Comfortable working autonomously

Tools

HubSpot

Gong

RevenueHero

Job description

Join to apply for the Revenue Operations Lead role at CharlieHR.

This range is provided by CharlieHR. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more.

Base pay range

£81,000 - £87,000 plus bonus based on your level within our progression framework.

About Charlie – we exist to Make Work Better. We help small businesses automate HR tasks so they can focus on building a high-performing team.

We’re looking for a Revenue Operations Lead to join our commercial function, someone who can elevate how we acquire, convert and grow our customer base through sharper insights, smarter strategies and cleaner processes. This role will shape the engine that drives our revenue growth.

What is a “Revenue Operations Lead Level 4.0–4.1”?

We have a career progression framework. IC1 is a junior contributor, IC4 is a senior individual contributor/lead, and IC levels 2 and 3 cover that middle area. As a Level 4 Revenue Operations Lead, you operate as a senior leader, sitting on our Senior Leadership Team and driving high‑impact cross‑functional commercial strategy.

In This Role You Will

• Be the in‑house expert on our revenue‑generation engine - deeply understanding where we’re strong, where we’re weak and how to improve.
• Own the translation of commercial strategy into high‑impact sales and upsell initiatives and experiments.
• Provide ongoing insights on how our buying process, pipeline and strategies should be optimised to exceed commercial targets.
• Bring clarity on KPIs, sales targets, pipeline processes and what great operational execution looks like.
• Drive company‑wide communication about sales and upsell initiatives and their impact.
• Line‑manage our Sales Manager and Account Manager (Upsell), setting clear KPIs and enabling them to maximise win rates and revenue generation.
• Oversee the administration and optimisation of our sales systems and tools (e.g. HubSpot, Gong, RevenueHero).
• Develop strong cross‑functional relationships across Marketing, Customer and Product to build tighter GTM alignment.
• Act as a bridge between sales and marketing – defining what a high‑quality deal looks like and ensuring both teams act on it.
• Sit on the Senior Leadership Team (SLT) and provide critical context on how to maximise revenue generation across the company.

Requirements

• Experience in a B2B SaaS environment.
• Deep experience in Revenue Operations, Sales Operations or a senior commercial operations role.
• Demonstrated ability to influence sales performance, win rates, forecasting and revenue outcomes.
• Strong strategic thinking: able to turn big commercial goals into clear, high‑impact sales and upsell initiatives.
• Excellent data literacy: comfortable pulling insights from revenue metrics, pipeline analytics and commercial reporting tools.
• Strong experience managing and optimising CRM and sales tooling (HubSpot, call‑recording tools, routing/booking software).
• Experience working cross‑functionally across marketing, sales, customer and product.
• Experience line‑managing managers or senior ICs: able to set high standards and develop others.
• Comfort working autonomously, creating clarity and driving progress in ambiguous areas.

Let Us Know If You Have

• Experience leading sales strategy or owning upsell/commercial expansion motions.
• A background in revenue analytics, forecasting or sales performance optimisation.
• Familiarity with tools like HubSpot, Gong, RevenueHero, ChartMogul or similar.

We will still consider applications even if you don’t meet every single one of the above requirements, so don’t be put off if you don’t match them absolutely perfectly! This is a permanent full‑time role. We cannot offer visa sponsorship and you must be able to work in the UK.

The Way We Work

• A team of 37 that genuinely enjoy spending time together, with regular in‑person and remote events to foster connection.
• 9 day fortnights – our adjusted work week. We have every other Friday off work and a meeting‑free Wednesday on the five‑day weeks to give time for deep work.
• Hybrid‑first approach; we optimise for office and remote working to be valued equally, and to be equally valuable.
• Live anywhere in the UK; we have 6 set days per year that we require the team to be together in our London office, but you have the flexibility to live anywhere in the UK.
• 90 bookable "nomad working" days outside of the UK in any timezone each year.
• No fixed working hours; you take ownership over how you get your work done.
• An amazing office space in East London’s pet‑friendly Second Home, and membership access to their wider locations.
• "Exploration days" when you can work on whatever across the company.
• We have performance review cycles 2× a year using our transparent career progression framework.

Compensation Package

A benchmarked salary from £81,000 - £87,000 plus bonus based on your level within our progression framework.

Benefits

• £750 yearly Work Your Way Budget (to put toward things like travel to London for company events, getting your home office set up and your L&D).
• Access to our Learn You Way Fund (a company‑wide fund that folks can apply to bolster their Work Your Way budget for L&D purposes).
• £30 monthly wellbeing Budget.
• Private Health Insurance through Vitality.
• 25 days annual leave + public holidays.
• 4 bookable "Personal days" per year for when you can’t bring your full self to work.
• A sabbatical of up to one month paid at 50% of salary, for every 3.5 years worked at Charlie.
• Enhanced Equal Parental Leave policy

Equal Opportunities Statement

We are an equal opportunity employer and believe in the power of a diverse, inclusive team. We welcome all applications from all suitably qualified people, regardless of race, sex, disability, religion / belief, sexual orientation or age. Please let us know if you require anything which would enable your success throughout our interview process.

Seniority level

• Mid‑Senior level

Employment type

• Full‑time

Job function

• Information Technology
• IT Services and IT Consulting