Revenue Operations Lead

About Charlie
We’re Charlie and we exist to Make Work Better. We do this by helping small businesses automate their HR tasks so that they can get the time, headspace and tools they need to build an engaged and high-performing team.

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.

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!

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.

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 have 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 2x a year using our transparent career progression framework.

Compensation Package

• A benchmarked salary from £81,000 – £87,000K plus bonus based on your level within progression framework.
• This is a permanent full-time role. We cannot offer visa sponsorship and you must be able to work in the UK.

Benefits

• £750 yearly Work Your Way Budget (to put toward things like travel to London for company events, getting your home office setup 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.