Senior Partner Sales Manager

The role

You will own partner-sourced and partner-influenced revenue across a portfolio of strategic partners in five regions. You will recruit partners, build joint business plans, and co-sell with account executives to drive pipeline and closed deals.

What you will do

• Own a revenue target for partner-sourced and partner-influenced pipeline and bookings
• Recruit and sign new strategic partners including accounting firms, Big 4, mid-tier advisory, ERP implementers and VC/PE networks
• Build a joint business plan with each partner
• Co-sell with partners and account executives through account mapping, joint prospecting, introductions and deal strategy
• Negotiate partner commercials including referral and rev-share terms, MOUs and reseller agreements
• Train partner teams on Light’s positioning, pricing and demo through bootcamps and certification
• Maintain deal registration, attribution and partner data in HubSpot
• Build executive relationships inside partner firms
• Represent Light at partner events and industry forums
• Provide market feedback to Product, Marketing and Sales

Required qualifications

• Around 7 years in B2B SaaS sales or partnerships, with real time carrying a partner or channel number
• A track record of hitting partner-sourced revenue targets on mid-market and enterprise deals
• Existing relationships with accounting, advisory or ERP implementation firms in at least one of our regions
• Working knowledge of finance software (ERP, accounting, close, spend or FP&A) and how CFOs buy it
• Confidence negotiating partner agreements and commercial terms
• Strong CRM discipline in HubSpot or Salesforce
• Excellent written and spoken English
• Ability to present with confidence to partner leadership and CFOs
• A collaborative spirit

Nice to have

• Experience at a finance software company such as NetSuite, Sage Intacct, Workday or a modern finance platform
• A background at a Big 4 or mid-tier accounting firm
• Experience launching a partner programme or entering a new market
• German, Dutch or a Nordic language

Benefits

• 3–4 days a week in our London office
• Competitive base plus variable pay on partner-sourced revenue
• Equity in a fast-growing, venture-backed company
• 25 days of annual leave plus UK public holidays
• Budget for partner travel and events
• Regular socials and two company offsites a year

Before you apply

• Send your CV and a short note about a partner relationship you turned into meaningful revenue
• Process includes a call with the Partner GTM Lead
• Process includes a meeting with Sales leadership
• Process includes a partner business plan case study
• Process includes a final conversation with the leadership team

About the company

Light exists to replace factory-era ERPs with software that feels alive. Their Smart Financial Platform provides automated accounting, real-time reporting, and financial flows for modern, global companies.