Senior Partner Sales Manager

light-inc; Greater London; Hybrid; GBP 95,000 - 140,000; Full time

Benefits offered by this job

Equity in a fast-growing, venture‑back

25 days annual leave

Job summary

Light is seeking a Senior Partner Sales Manager to own partner-sourced and partner-influenced revenue across a portfolio of strategic partners in five regions. You’ll recruit the right partners, build plans with them and translate relationships into qualified pipeline and closed deals, working with Sales, RevOps, Solutions Engineering, Marketing and Legal.

You’ll be responsible for negotiating partner terms, running joint prospecting, and ensuring partners are trained and certified in Light’s

Qualifications

• Around 7 years in B2B SaaS sales or partnerships.
• Experience hitting partner-sourced revenue targets on mid-market and enterprise deals.
• Existing relationships with accounting/advisory/ERP implementation firms in at least one region.
• Working knowledge of finance software and how CFOs buy it.
• Confidence negotiating partner agreements and commercial terms.
• Strong CRM discipline in HubSpot or Salesforce and reporting on pipeline.
• Excellent written and spoken English; ability to present to CFOs.

Responsibilities

• Own a revenue target for partner-sourced and partner-influenced pipeline and bookings across your portfolio.
• Recruit and sign new strategic partners (accounting firms, Big 4, advisory practices, ERP implementers, VC/PE networks).
• Build joint business plans with each partner covering target accounts, selling approach and quarterly goals.
• Co-sell with partners and AEs through account mapping and deal strategy.
• Negotiate partner commercials, MOUs, and reseller agreements with Legal.
• Get partner teams confident on Light's positioning and pricing, including bootcamps and certification.
• Keep deal registration and attribution clean in HubSpot; report pipeline weekly.

Skills

B2B SaaS sales

Partnerships

Enterprise deals

Finance software knowledge

Partner agreements

CRM discipline

English proficiency

Collaboration

Tools

HubSpot

Salesforce

Job description

Location: London, in the office 3-4 days a week, with travel across Europe and North America

Regions: UK & Ireland, Nordics, DACH, Benelux, North America

Reports to: Partner GTM Lead

Retire The ERP.

Light exists to replace factory-era ERPs with software that feels alive. Our Smart Financial Platform gives modern, global companies superpowers: automated accounting, real-time reporting, and financial flows that move at the speed of the business.

We build with our customers, ship fast, and obsess over craft. In a short time, Light has gone from idea to the operating core for leading companies like Lovable, Legora, and Keyshot. People don't just use Light, they enjoy it.

We're an early team defining a new software category. Think engineers who love debits and credits, designers who care about reconciliation states, and operators who treat finance as a product. If you're excited to modernise how the world runs money, one workflow at a time, you're in the right place.

Backed by world-class investors and advised by industry titans, we're building category-defining products with the freedom to ship ambitiously and own outcomes.

Come help us make Light the global default for next-gen finance.

The Role

Partners are central to how Light grows. Accounting firms, advisory practices and implementation partners bring us into deals, deliver alongside us and help finance teams move off legacy ERPs.

As Senior Partner Sales Manager, you'll own partner-sourced and partner-influenced revenue across a portfolio of strategic partners in five regions. You'll recruit the right partners, build plans with them and turn those relationships into qualified pipeline and closed deals, working hand in hand with our account executives. You'll work closely with Sales, RevOps, Solutions Engineering, Marketing and Legal.

This is a senior seat in building Light's partner programme. You'll own a revenue target, and you'll help shape how partnerships work here for years to come.

What You'll Do

• Own a revenue target for partner-sourced and partner-influenced pipeline and bookings across your portfolio
• Recruit and sign new strategic partners: accounting firms, Big 4 and mid-tier advisory practices, ERP implementers and VC/PE networks
• Build a joint business plan with each partner, covering target accounts, how you'll sell together and quarterly pipeline goals
• Co-sell with partners and our AEs through account mapping, joint prospecting, introductions and deal strategy
• Negotiate partner commercials with Legal, including referral and rev-share terms, MOUs and reseller agreements
• Get partner teams confident on Light's positioning, pricing and demo, including running bootcamps and certification
• Keep deal registration, attribution and partner data clean in HubSpot, and report pipeline weekly to leadership
• Build executive relationships inside partner firms and represent Light at partner events and industry forums
• Bring what you learn from partners and the market back to Product, Marketing and Sales

What Success Looks Like

• First 30 days: You know Light's product, pricing and ideal customer, and you've met every partner in your portfolio and the AE team in each region.
• First 90 days: Each priority partner has an agreed joint business plan, the first partner-sourced opportunities are in pipeline, and you've signed a new partner.
• First 12 months: You've hit your partner-sourced bookings target, priority partners are delivering a steady flow of qualified opportunities, and partner teams are certified.

What We Think* You'll Need

• 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, and comfort reporting on pipeline and attribution
• Excellent written and spoken English, and the ability to present with confidence to partner leadership and CFOs
• A collaborative spirit. You build trust with partners and colleagues alike, and you win as a team.

*If the core of the role sounds compelling but you don't tick every box, we'd still love for you to reach out and convince us you're the right person.

Bonus Points

• 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

The Good Stuff

• 3-4 days a week in our London office, working alongside a small, sharp team.
• Competitive base plus variable pay on partner-sourced revenue.
• Equity in a fast-growing, venture-backed company.
• 25 days of annual le