• Own and administer HubSpot Sales Hub Professional — pipeline stages, custom properties, workflows, automations, and data quality across 1,300+ company and contact records
• Run the weekly pipeline governance cadence with the CEO and CGO — facilitating structured reviews, challenging deal status, and holding the growth team accountable to agreed process and stage discipline
• Build and maintain pipeline and performance dashboards — weighted pipeline, conversion rates, sector performance, and revenue visibility for senior leadership
• Support pursuit planning — account intelligence, competitor scanning, and briefing packs for sector leads
• Maintain bid/no-bid governance documentation and process compliance
• Help develop and improve the firm’s AI-enabled BD workflows, already in active use across the growth function

You have worked in a revenue operations, sales operations, or commercial operations capacity — and you understand how professional services firms sell. Long cycles. Relationship-led. High value. Low volume. The opposite of a SaaS funnel.

You are also comfortable in an environment that is still being built. There is no fully defined playbook here. You will write it.

This role will suit candidates who have worked under a range of titles — Sales Operations Manager, BD Operations Manager, Sales Capture Manager, Commercial Operations Manager, or Sales Enablement Manager are all relevant backgrounds. What matters is the environment: professional services, consulting, legal, or advisory — not SaaS or product-led sales.

You will bring:

• HubSpot administration experience — custom properties, pipeline configuration, workflow automation, and reporting. Not just a user — an administrator
• Strong analytical skills — weighted pipeline modelling, conversion tracking, and the ability to turn data into a clear and honest story for the CEO and CGO
• Experience in a consulting, professional services, or high-value services environment — or a demonstrable understanding of what that selling environment looks like
• The confidence to constructively challenge senior stakeholders in governance meetings — patience, thick skin, and authority without a formal mandate
• Self-starting behaviour — you can set your own priorities and build structure in an ambiguous, fast-moving environment
• Genuine interest in AI tools — the firm has built BD modules to support pursuit preparation and client intelligence, and wants someone who will help improve them

• Build something from scratch alongside a CEO and CGO who are deeply invested in getting the commercial function right
• Work at the intersection of commercial operations and data strategy in a firm doing genuinely pioneering work
• No sales targets, no quota pressure, no cold calling
• Direct mentorship from the CGO from day one
• Hybrid working from London
• Performance bonus and long-term growth incentives

Nicholson Glover is a specialist recruitment consultancy founded in 2002. We focus exclusively on four disciplines: Customer Research & Insight, Strategy & Innovation, Data, Analytics & AI, and Product & Technology — placing mid-to-senior professionals with agencies, consultancies, corporate teams, and venture-backed businesses.

• Own the outbound BD activity across priority sectors
• Run the events and thought leadership calendar end-to-end
• Qualify and develop opportunities alongside senior leadership
• Keep the pipeline tight — CRM, reporting, proposition development

You’ve come through a management consulting environment — Big 4, or a firm like Baringa or PA Consulting — and you’re ready to move to the commercial side. You understand how consultancies win work and how senior buyers in complex organisations make decisions.

You’ll bring at least 4 years in BD or commercial development, strong written communication, and the gravitas to hold your own at C-suite level.

• Direct access to CEO and CGO from day one
• Clear path to Senior Manager and Director
• Private health, enhanced mental health support, generous family policies
• ~50% in-person | London SE1

Nicholson Glover is a specialist recruitment consultancy founded in 2002. We focus exclusively on four disciplines: Customer Research & Insight, Strategy & Innovation, Data, Analytics & AI, and Product & Technology — placing mid-to-senior professionals with agencies, consultancies, corporate teams, and venture-backed businesses.

This isn’t a “go execute someone else’s motion” role. You’ll define ICP, build pipeline from zero, close the first US logos, and lay the foundations for a revenue team. There’s a clear path to VP/Head of Revenue as the team scales. The comp reflects the ambition: $150–180K base, $250–320K OTE, equity with a 5-year exercise window.

Our client is a high-growth, London-founded HR Tech platform building agentic AI for the way enterprises actually work: automating workflows across HR, Finance, and Ops. They’re backed by the founders of Slack, Figma, and Shopify, have raised $20M, and already have paying customers like Lovable, Poolside, and Quantexa. Now they’re building in the US and you’d be their first commercial hire here.

You’ll own full commercial motion of their proprietary product in the US: outbound prospecting, full-cycle selling, early design-partner deals, and GTM asset creation (decks, demos, POVs). You’ll be the direct line between US customers and the product team, feeding in what the market needs. No SDR support. No pre-built pipeline. That’s the point.

📍 San Francisco. On-site Mon–Thu. No visa sponsorship.

You’ve closed $100K+ ARR deals with C-suite or VP buyers: ideally in HR, Finance, or Ops. You’ve been a first or founding sales hire before, and you’ve thrived. You build outbound pipeline from scratch and don’t need a warm brand to get meetings. You’re comfortable selling in a category that’s still being defined, and you can hold a credible conversation about agentic AI with technical and non-technical buyers alike.

You actively use AI tools such as Clay, ChatGPT, and Perplexity in your daily workflow.

This isn’t for someone who needs structure to perform. It’s for someone who finds ambiguity energising and ownership motivating.