Commercial Lead

📣 A bit about the role.

We’re looking for a strategic, commercially minded operator to take full ownership of our customer lifetime value (LTV) performance.

This is a high-impact, standalone role you’ll be the business’s go-to expert on retention, reactivation, and customer monetisation, driving measurable improvements in revenue and margin across our subscriber base.

You’ll have a unique opportunity to work across marketing, digital product, data, physical product and CRM to build and execute initiatives that keep our customers engaged, delighted, and spending more over time. From optimising our plans, discounts and reward programmes to launching new commercial tests and identifying opportunities in our customer journey, you’ll directly shape the future growth of Butternut.

If you thrive in roles that blend strategy, analytics, and creative problem-solving and you love taking full accountability for a key growth lever, this is for you.

What you’ll own

As our Commercial Lead, you’ll act as the single point of focus for everything that drives the long-term value of our customers. Key priorities include:

• Retention & Reactivation: Develop and deliver data-backed strategies to keep customers active and bring lapsed subscribers back into the fold. Collaborate with stakeholders to make them happen
• LTV Framework: Own and optimise self serve LTV reports that empower stakeholders to make the right decisions on channel and market strategy. Own periodic LTV reporting and next steps.
• Digital Product Collaboration: Partner closely with product and data teams to make our app a key driver of retention and commercial performance. You’ll set the commercial priorities that guide feature development and in-app experiences.
• Segmentation & Personalisation: Identify and activate segmentation strategies aimed at boosting LTV, bringing these insights to life across our digital product and marketing journeys.
• Product & Feature Adoption: Participate in commercial initiatives that increase uptake of our additional products, from treats to new product ranges; ensuring each box we send is great for the customer and for the company.
• Loyalty & Rewards: Participate in developing Butternut’s loyalty proposition to optimise long term retention.

This role reports directly into the commercial leadership team and interacts daily with senior stakeholders across the business from growth and product to marketing and operations.

👋 A bit about you.

• Commercially strategic: You think in terms of outcomes, not outputs. You understand how to translate data into prioritised, actionable growth opportunities.
• Analytically sharp: You’re fluent in metrics that drive LTV; from churn to ARPU, payback, and cohort analysis and use them to inform decisions.
• Impact-oriented: You love owning results end-to-end. You’re happiest when you can see the tangible business impact of your work.
• Influential communicator: You can align teams around a vision, get buy-in for new ideas, and work seamlessly across departments to deliver them.
• Operationally excellent: You can manage multiple initiatives, set up tests, report performance clearly, and move fast on what works.
• Experienced: You likely have 3–5 years in a commercial, growth, or retention-focused role, ideally within a subscription or D2C business where LTV is a core performance metric.

Nice to have:

• Experienced using Looker.

Our interview process:

• Application review
• Initial call (45 minutes): Introductory chat with our Talent Partner
• Technical interview (60 minutes): Remote interview where you’ll be asked a number of scenario and competency based questions.
• Take home task: This will be sent to you via email and will be used to understand more about your technical skills.
• Presentation (45 minutes): Remote interview where you’ll get the opportunity to present your task to the team. You’ll then be asked a number of questions relating to it.
• Final interviews (60 minutes) : In person interview where you’ll be asked a number of scenario and competency based questions regarding leadership experience & to assess if your values align with our company values.

ℹ️ Logistics:

• This team works 3 days per week from our West London office (Monday, Wednesday and Thursday) and 2 days from home. This is non negotiable, so please only apply if you’re within a reasonable commute of London.
• We reserve the right to close the position if we receive a lot of applications.We’re a small recruitment team so do bear with us - we aim to respond to all applicants personally.
• We are unable to offer visa sponsorship for this role.
• We are not looking for recruitment agency support for this role.

🐶 A bit about us.

At Butternut, we put the food back into dog food. We believe dogs deserve to eat the healthiest, most natural and tastiest food with none of the nasties. That’s why we make freshly prepared dog food. Cooked like you would at home. Delivered in perfect portions.

As a B-Corp certified company; you can be sure you are joining a sustainable company who care about our people, product and our impact on the environment.

Our goal is to help dogs live healthier, happier and longer lives whilst leaving humans smiling after every interaction. We’ve come a long way since our co-founders (Kev & Dave) hand-delivered the first Butternut Box, we now feed a lot of dogs across the UK - but we want to feed dogs everywhere. And to do this, we need a team of brilliant people who share that ambition to come and work with us.

🙌 A bit about what we offer.

• 25 days holiday (plus 8 bank holidays) and an additional day for every year of service
• 5 paid 'paws' days per year to support to learning and/or wellbeing
• £500 personal learning & development budget
• Butternut Box employee discount
• Enhanced parental leave (52 weeks’ maternity leave inclusive of 26 weeks fully paid and 6 weeks fully paid paternity/secondary leave)
• Best office ever
• Cycle to work scheme
• Pension with NEST
• Private Medical Insurance with Axa
• Private Dental Insurance with Bupa
• Time off for fertility treatments and pregnancy loss
• Paid sabbaticals for squad members with 5 or more years at Butternut
• Discounted gym access through MyGymDiscounts
• Lots of office dogs (Chief, Basil, Jammy, Peggy, Pip, Winnie and many more….)

❗️A few things to note:

• Butternut Box is an equal opportunity employer and we value diversity and inclusion. We welcome people of different nationalities, backgrounds, experiences, abilities and perspectives.
• As our business has grown so has our responsibility to our community, our planet and our business. We are not perfect, but we are committed to doing business the right way and continually improving our social and environmental performance.
• We're not afraid of putting extra weight on candidates from underrepresented groups. We want strong, diverse teams built from different backgrounds, experiences, and identities. We're ready for the ongoing work that goes into building an inclusive, supportive place for you to do the best work of your career.