Case Study: Workable achieves rapid SaaS growth toward $20M ARR with ChartMogul

Early SaaS growth and the path to $20M ARR

Workable is an SMB-focused SaaS that manages the end-to-end hiring process (job posts, applicant tracking, interviews) and has grown from Greece to an international team based in Boston. Today it serves ~3,300 customers (60% in the US), is growing ~15% month-over-month and sits above $5M ARR after a $27M funding round. The company’s main challenges are uncertain early pricing, high customer churn at the low end driven by intermittent hiring, and the need to tighten cost-allocation and margins as it scales toward a $20M ARR goal.

Rather than forcing enterprise-style retention, Workable prioritized customer satisfaction and a flexible “pause/reactivate” experience, added explicit pause UX, and focused on measuring MRR, churn and reactivation to stay top-of-mind for dormant customers. Coupled with a push toward self-service efficiency and better cost attribution, this approach has produced negative net churn from larger accounts, a strong reactivation component among small customers, and continued ARR growth as the company prepares to scale margins and move toward $20M.

Workable

Nikos Moraitakis

Chief Executive Officer