Partnerships Lead (Accounting Firms)

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 modernize 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 Partnerships Lead owns the creation and execution of a partner engine that delivers material, measurable revenue through global accounting and advisory firms. Success is defined by executive‑level influence, differentiated joint propositions embedded in client transformation programmes, and consistent contribution to pipeline and closed sales. This is a senior, commercially focused role for an operator who can turn strategic alliances into sustained growth for Light.

How you fit into the team:

• Based in London and working hybrid, the role partners closely with Sales and Marketing to position and activate Light within priority advisory and accounting firms.
• The mandate is clear: differentiate Light in a crowded partner landscape and build durable relationships that drive long‑term, partner‑led revenue growth.

You will achieve in this role by:

• Executing the partnerships strategy and designing the plan with Light's leadership team.
• Identifying, prioritising and activating new and existing advisory and accounting partners in line with Light’s strategic objectives.
• Partnering with Sales, Product, and Customer Success to design and deliver integrated, partner‑led client propositions.
• Negotiating, structuring and successful management of strategic accounting partner agreements.
• Establishing and maintaining effective executive‑level relationships within partner organisations to drive alignment, influence, and growth.
• Leading and collaborating with others on partner enablement initiatives including training, product updates, webinars, and co‑marketing campaigns.
• Run Quarterly Business Reviews (QBRs) and ongoing performance forums to review results and drive action.
• Own performance tracking, reporting, and insight generation across accounting partnerships to guide prioritisation and decisions.

Your qualifications:

• Demonstrated success winning and scaling strategic partnerships within SaaS or enterprise technology, with clear examples of partner‑sourced revenue impact.
• Strong commercial judgement and deal‑shaping capability, including structuring partnerships, navigating complexity, and prioritising high‑ROI opportunities.
• Evidence of problem‑solving ability, shown through mastery of complex propositions, markets, or partner ecosystems.
• Proven ability to influence senior stakeholders across partner organisations and internal teams to align around shared commercial outcomes.
• A proactive operator with a clear track record of self‑initiated action, momentum creation and ownership beyond remit.
• Disciplined and intentional relationship builder within the SaaS, advisory & accounting ecosystem, able to create opportunities through sustained engagement.
• Ability to provide clear reporting and insights on partnership engagement, sales and risks and provide clear actions on corrective actions needed.
• Practical experience using AI or emerging technology tools to improve productivity, insight, or decision‑making, with the ability to apply first‑principles thinking to new problems.

Bonus points:

• You’re CPA qualified and have experience within Big4, accounting or in industry.
• You have prior experience using Sales Automation/Prospecting Tools.
• You’ve worked at a fast‑growing startup.

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:

• 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.

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.