Commercial Partnerships Lead

Commercial Partnerships Lead
Company: Light
Reports to: CEO

Mission
Build Light’s partnership engine into a durable distribution channel that accelerates revenue,
embeds Light within the modern finance ecosystem, and strengthens competitive positioning within the CFO software category.

Role Overview
This is not a logo-collection business development role.
This is a commercial, revenue-generating partnerships role responsible for building and scaling
Light’s partner ecosystem across accounting firms, fintech platforms, systems integrators, finance consultancies, and other strategic referral partners.

The Commercial Partnerships Lead will design and execute Light’s partnership strategy with the
objective of driving measurable pipeline, ARR, and market presence within the CFO technology
ecosystem.

You will work closely with the CEO, sales, and product teams to ensure partnerships become a true distribution channel, not just integrations or marketing relationships.

What You’ll Be Responsible For

Partnership Strategy

• Define Light’s ideal partner profiles across multiple segments, including accounting firms,
  fintech platforms, systems integrators, finance consultancies, and referral partners

• Identify partner segments with the highest revenue and distribution potential

• Prioritize partnerships that create commercial leverage and scalable distribution

  Deal Origination & Commercial Partnerships

• Identify, source, and close high-impact commercial partnerships

• Structure and negotiate referral agreements, revenue share models, and co-sell frameworks

• Develop joint go-to-market plans with partners, including clear pipeline and revenue targets

  Partner Enablement

• Build and develop Light’s partner program structure (tiers, incentives, onboarding)

• Create partner enablement materials and playbooks

• Coordinate with marketing on co-branded campaigns, launches, and partner events

  Revenue & Execution

• Drive partner-sourced pipeline and partner-influenced ARR

• Track partnership performance including:
  o pipeline generated
  o close rates
  o deal velocity
  o revenue contribution

• Ensure partnerships contribute to customer acquisition and expansion opportunities

  Ecosystem Positioning

• Increase Light’s presence across the modern finance and CFO technology ecosystem

• Secure high-signal partnerships that strengthen Light’s credibility with finance leaders

• Ensure integrations and ecosystem relationships translate into commercial advantage
  

  What Success Looks Like
  Success in this role will be measured by:

• Percentage of pipeline generated via partners

• Partner-influenced ARR

• Number of active, revenue-producing partners

• Pipeline and deal velocity improvements from partner involvement

• Expansion revenue generated through partner channels

  This role is measured on commercial impact and leverage, not partnership announcements.
  

  Ideal Candidate
  Required

• 4+ years experience in B2B SaaS partnerships, business development, or strategic alliances

• Experience selling into finance, CFO, controller, or accounting teams

• Demonstrated ability to build and close commercial partnerships

• Strong commercial instincts and negotiation skills

• Comfortable operating in a high-growth startup environment
  Preferred

• Experience within ERP, accounting, fintech, or finance software ecosystems

• Familiarity with accounting firms, finance consultancies, or systems integrators

• Experience working with integration partners and partner-driven GTM strategies
  

  Personality & Working Style
  We’re looking for someone who is:

• Commercial and revenue-oriented

• Structured but entrepreneurial

• Comfortable operating with autonomy

• A strong external relationship builder

• Focused on creating leverage, not just activity

Tips to stand out

• Show us who you are through your application and don't limit yourself to a resume. Try not to be generic.

• Have numbers to show so you can measure impact? Even better!

• Most people can say they want to work in a startup, but why this one? What are your expectations and what do you specifically want to learn from us?
  

The good stuff

In addition to being part of a great team and working in a really fun and innovative environment, we offer:

💸 A competitive salary + potential stock options
🏝 25 days of annual leave + public holidays in the country where you are based.
🥳 Regular socials and company off-sites.
🚀 A huge opportunity for career growth as you'll help shape a market-defining product.

The famous last words

Working at Light means you're embarking on an exciting journey to reshape the future of multinational financial operations. Our cheat-code is that we've built something like this before - and are now doing it again, only better. Our goal is to make global finance effortless and empower companies to make informed decisions.

🚀 Join the rocket ship while it's taking off 🚀