Thrive
Chief Revenue Officer
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About Us
The way we work has changed forever.
AI is transforming every industry. Expectations are higher than ever. Skills have the shortest shelf life they've ever had. Yet most businesses are still relying on disconnected systems, outdated technology and workplace learning that people simply don't want to use.
We think that's broken.
So we built something better.
Thrive is the AI platform that's reinventing how modern businesses connect people, knowledge, skills and communication in one place. It's where work starts, learning happens and people get the answers they need to do their best work.
Today, more than 3 million people across 60+ countries use Thrive every day. Over 500 ambitious organisations, including Google, Vodafone, Volvo, British Airways and Krispy Kreme, trust us to power their people.
But this is only the beginning.
We're building the future of work, and we're looking for curious people who want to build it with us.
People who challenge convention. Who move fast. Who care deeply about creating products customers genuinely love. People who aren't afraid to ask, "Why has it always been done this way?" and then go and build something better.
If you want to solve meaningful problems, shape technology used by millions of people around the world and do the best work of your career alongside ambitious, supportive teammates, you'll thrive here.
The Role
Thrive is one of the fastest-growing learning technology companies in the market. We help over 500 organisations worldwide turn learning into measurable business impact through our AI-powered learning platform, and we are scaling fast.
We are looking for a commercial leader to own the full revenue picture: growing the value of our existing customers and winning new ones. The heart of this role is protecting and expanding our installed base through world-class retention, renewals, upsell, cross-sell and strategic account growth. Alongside that, you will drive net new revenue, building pipeline and landing new logos to fuel our next phase of growth.
You will lead our commercial team, build a repeatable expansion engine, and partner closely with Customer Success, Product and Marketing to turn strong customer outcomes into commercial growth. You will also shape and execute our new business go-to-market, working alongside our Chief Growth Officer to scale net new globally.
If you love coaching high-performing commercial teams, know how to unlock expansion inside a large customer base and win new business, and want to shape the commercial strategy of a scaling SaaS business, we would love to hear from you.
The Opportunity
- A base of 500+ customers globally, including major enterprise brands, with significant untapped expansion potential.
- A modern platform and product roadmap that gives you real levers to drive upsell and cross-sell.
- A commercial function that is scaling. You will help build the systems, playbooks and culture that carry us through the next phase of growth.
- A seat at the executive table, with the mandate to shape how we grow revenue from our customers.
What You'll Own
- You will own the commercial performance of Thrive across the full revenue mix: retention, renewals and expansion across the installed base, plus new business.
- Own gross revenue retention (GRR) and net revenue retention (NRR), and be accountable for improving both.
- Deliver ambitious targets across renewals, expansion, upsell and cross-sell.
- Deliver net new revenue and new logo growth against target.
- Increase customer lifetime value through strategic account growth.
- Build scalable, repeatable revenue programmes across our Enterprise and SMB customers.
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Lead and Develop the Commercial Team
- Lead, inspire and coach a high-performing team across new business and Account Directors.
- Drive commercial excellence through coaching, deal reviews and disciplined pipeline management.
- Build a high-performance culture centred on customer outcomes and customer happiness.
- Support career development, upskilling and succession planning across the team.
Customer Growth and Expansion Strategy
- Define and execute Thrive's customer expansion strategy.
- Identify and prioritize opportunities to upsell new products and services across existing accounts.
- Develop an account segmentation strategy and lead growth plans into new global markets and business units.
- Use customer insight to shape the product roadmap, working with Product to make sure what we build fuels expansion.
- Partner with Customer Success and Marketing to drive adoption, engagement, advocacy and commercial campaigns.
New Business and Go-to-Market
- Own the new business number and build a predictable pipeline of new logo opportunities.
- Define and execute our go-to-market strategy across target markets, segments and regions with leadership team
- Lead and coach the new business team to consistently land and ramp new enterprise and SMB customers.
- Partner with the Chief Growth Officer and Marketing to open new markets and scale net new globally.
Forecasting and Commercial Performance
- Own forecasting across all customer revenue streams.
- Maintain accurate pipeline management and forecasting discipline.
- Analyse commercial performance and surface trends, risks and opportunities early.
- Report regularly to the executive team and board on revenue performance against target.
Executive Collaboration
You will work closely with:
- CEO
- COO (including RevOps)
- Chief Growth Officer (new business)
- Chief Product and Technology Officer
- Customer Success leadership
- Marketing
What We're Looking For
- Significant commercial leadership experience in B2B SaaS, ideally in a scale-up environment.
- A proven track record of growing recurring revenue through both new business and expansion, with hard numbers to back it up.
- Experience leading new business, Account Management, Customer Success or wider commercial teams.
- Strong forecasting and revenue management discipline.
- Exceptional coaching and people-leadership skills.
- The ability to influence senior stakeholders, internally and with enterprise customers.
- Strong commercial acumen and a data-driven approach to decision making.
- Experience selling to and expanding enterprise organizations.
Skills
You will ideally have experience within one or more of:
- Learning Management Systems (LMS) and learning technology
- HR technology and HRIS
- Talent and people technology
- SaaS software businesses
Success in the Role
In Your First 6 Months You Will Have:
- Improved net revenue retention and renewal performance.
- Built a repeatable customer expansion and cross-sell engine.
- Sharpened forecasting accuracy and built a strong, well-qualified pipeline across new business and expansion.
- Created a clear commercial growth strategy across new business, Enterprise and SMB customers.
- Strengthened collaboration across Sales, Customer Success, RevOps and Product.
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In Your First 12 Months You Will Have:
- Delivered measurable growth in GRR, NRR and net new revenue against target.
- Established the commercial team as a consistent, high-performing engine across new business and expansion.
- Scaled our go-to-market alongside the Chief Growth Officer to grow net new globally.
Benefits
- Salary: £100,000
- Unlimited Holiday to support work-life balance
- Thrivedays—a reduced workday every Friday (10:00–15:00), with no internal meetings
- Flexible Working Hours within core hours (10:00–16:00)
- Birthday & Christmas Off, including festive shutdown between Christmas & New Year
- Work From Anywhere—fully remote-friendly (4 weeks a year)
- Health Cash Back Plan with Health Shield
- Employee Assistance Program for confidential support
- Financial support program via Maji
- Salary Sacrifice Pension Scheme
- Death in Service (4x annual salary)
- Green Car Scheme through salary sacrifice
- Cycle to Work Scheme—save up to 42% on a new bike
- Perks at Work—30,000+ national & local employee discounts via CharlieHR & Health Shield
What To Expect
We believe that finding a new job should be an enjoyable process. We’re passionate about bringing our whole selves to work, so what you see is what you get. All we ask from you, is that you show us your authentic self. We’re looking for people who bring something new to the team, who add to our culture and make it even greater. Our interview stages will be:
- Initial Screening Call: If we think you're a great addition to the team, you'll be invited to an introductory call with a member of our People Team. This is a chance to tell you about Thrive and give you an opportunity to ask questions.
- First-Stage Interview: Following the initial call, you will have a first-stage interview with a member of the team you'd be joining. This is a chance for us to get to know you better and for you to ask any questions about the role. We'll also discuss why Thrive interests you and what you feel you can add to our team.
- Assessment Task: We may ask you to complete a practical assignment or case study between interview stages.
- Final Stage Interview: You will meet with the Hiring Manager and/or a senior team member for a final interview. This stage is typically used for a more in-depth discussion and may involve a review of your assessment.
At Thrive, we’re on a mission to build an inclusive, welcoming culture that encourages and actively supports diversity. Our race, gender, religion, background, sexuality and beliefs are what make us unique. Our people are expected to always treat each other with respect, care and compassion. This starts from the moment you apply for a role at Thrive Learning, so we want you know we’re an equal opportunity employer. We will always strive to be as inclusive as possible in all aspects of employment and have a zero-tolerance policy for discrimination of any kind.
If you require any assistance, accommodations, or support during the application or interview stages, please don
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