Partnerships Exec

Plinth is a fast-growing tech startup working with charities, foundations and local government. Small and local charities are highly effective but largely hidden. They have no spare time and no spare money. We are building the tools these organisations need and shining a light on the work they do.

We are growing fast. 3-4x this year. We get 7+ new sales a month and we are shipping new features every few days. This means things move quickly and your work directly shapes how we scale. You will have real responsibility from day one.

It is really impactful work. Our clients are charities and grassroots organisations across the UK, and soon internationally. When you help close a deal, you are directly enabling organisations that are changing lives in their communities.

You will work with impressive people. Our team is talented, collaborative and slightly strange. We value impact, speed and openness. We work in person in our office in Old Street because we genuinely enjoy each other’s company. It is a high trust, creative space where if you think something’s a good idea, you just go do it.

You need to be able to:

• Build and manage pipeline: You will work alongside Ceci and Mimi to identify prospects, qualify leads, and move opportunities through our sales cycle. You will own parts of the pipeline and be measured on conversion.
• Discover and Close: One minute you are on a discovery call understanding a community foundation’s grants process, the next you are negotiating contract terms with a large foundation. You need to be comfortable across the full sales cycle.
• Demo with confidence: You will be showing our grants management platform to charity directors, council officers, and foundation CEOs. You need to make complex software feel simple and relevant to their specific context.
• Handle long and short sales cycles: Some deals close in weeks, others (especially public sector) take 6-9 months. You need the patience for procurement processes and the urgency to capitalise on hot leads.
• Understand buyer urgency vs. actual urgency: Not every "we need this ASAP" is real urgency. You will learn to spot the difference between a prospect who is ready to buy and one who is just looking, and prioritise accordingly.
• Build systems as you go: Document what is working, automate repetitive tasks, create templates that help us scale. We are building the sales machine as we grow and are still learning.
• Grow with the role: We need someone who can handle our client base doubling every 6 months. As we grow, there will be opportunities to specialise, lead, or expand into new markets.
• Maintain relationships through the long game: Many clients come from relationships built over months or years. You will stay in touch with prospects who aren’t ready yet, remember context from previous conversations, and build genuine connections that turn cold leads into conversions when their timing is right.
• Work the room (and the stand, and the stage): Conferences are where we meet lots of our clients. You need to be comfortable striking up conversations in crowded spaces, dreaming up creative ways to make our stand unmissable, and turning speaking slots into pipeline.

What kind of background do we think would be a good fit?

• 1-3 years experience in something like:
• You’ve sold stuff: This doesn’t have to be traditional b2b saas, in fact none of the Sales team had any saas sales training before starting and they are doing ok.
• Business development: You know how to research prospects, build relationships, and create opportunities from scratch.
• Research: You can quickly learn all there is to know about a topic to pivot into that market.
• Experimental: You have weird ideas and see them through, whether or not they work is less of an issue. We will fund the idea you get the ball rolling.

Significant advantages:

• Knowledge of the charity/foundation/public sector landscape.
• Understanding of grants management processes and pain points.
• Experience with longer B2B sales cycles (3-6 months+).
• Track record of consistently hitting a target.
• Huge plus if someone has given you money for anything you have built or done.

How can you measure your success?

• Pipeline growth: Qualified opportunities added to the pipeline each month.
• Conversion rates: Moving prospects from discovery to demo to proposal to close.
• Revenue targets: Hitting monthly/quarterly new team business targets.
• Sales cycle time: Helping us understand and reduce time from first contact to signed contract.
• Deal quality: Clients you bring in should be good fits who stick around and expand their usage.

If you don’t match the above perfectly but, you can learn quickly, move quickly, and care about making a difference, apply anyway.

You will work directly with Ceci and Mimi to:

• Qualify and progress inbound leads from our website and marketing.
• Conduct outbound prospecting to community foundations, grant-making charities, and local councils.
• Run discovery calls and product demonstrations.
• Create proposals and respond to RFIs.
• Negotiate contracts and close deals.
• Hand over successfully to the customer success team.
• Feed insights back to the product team about market needs.

What we offer:

• Salary: £36,000 - £42,000 base, depending on experience, plus commission structure (OTE £45,000-£55,000).
• Equity: As part of your package.
• Location: In-person, Old Street, London.

Interview process:

• Quick (20-30 min) call with Jess as a sanity check.
• First interview with Jess, Ceci, and/or Mimi.
• Long (2-3 hour), quite intense, in-person interview — meet the team, run a mock demo, respond to sales scenarios, be challenged.