Head of Partnerships

Lightful Solutions · London, London, City of
Department Lightful Solutions
Employment Type Full-Time
Minimum Experience Senior Manager/Supervisor

Job title: Head of Partnerships

Department: Lightful Solutions

Seniority: Minimum 5 years of experience of business development and sales with nonprofit technology

Reporting to: The Chief Commercial and Impact Officer

Compensation: Competitive salary with stock options + generous benefits

Location: Remote working, then 1-2 days in an office per week in London or Bristol


At Lightful, we believe those doing the greatest good deserve the best technology. Our products and services are designed for charities and nonprofits to simplify their work and amplify their impact.

Our journey to this point has had many successes. We work with hundreds of nonprofits and foundations each year to improve how they use digital. We are a certified B Corporation, ensuring that community, the environment and our staff are central to all of our decision making. We are a recognised Living Wage employer, and have been profiled in The Sunday Times, Forbes and Sky News. We are in The Escape 100, as one of the best companies in the UK to escape to for a career with purpose. And we are supported by a wide array of incredible investors, including Nick Mason CBE and Dario Franchitti MBE.


Lightful is a business built to create impact both in and out of the office. Our people and products support nonprofits in 75 countries around the world, organisations that are solving some of our planet's greatest challenges. Our work has helped small charities increase fundraising by 64% year on year. Since achieving B Corp status in 2020, we have created an impact out of the office too. We have planted 12,371 trees through our employee carbon offset programme, saved 295,497 litres of water, and offset 1,107 tonnes of Carbon Dioxide emissions through 28 global carbon reduction projects.


We are expanding our commercial team with the addition of a Head of Partnerships, Lightful Solutions.  This is an important role to support the continued growth of our business, which has doubled in size each year for the last four years. This role will be the lead sales role in Lightful Solutions, a tailor-made technology consultancy that exists to help nonprofits embrace change, with best-in-class technology solutions that are dependable, secure and effective. 


This position reports directly to our Chief Commercial and Impact Officer and will work closely with the Senior Leadership Team to drive and influence our approach to long-term partnerships with clients, technology providers and intermediaries. The role will provide coverage for global projects, which in the past have been mostly in the UK, Europe and the USA. You will turn Lightful’s strategy and commercial plans into sales and marketing plans, working collaboratively across internal teams in order to create these. You will coordinate activity with our PR team, our marketing team and your colleagues in the commercial and delivery teams to ensure we have a growing pipeline of opportunities.  You will also represent Lightful at events, speaking authoritatively about our work, the needs of the sector and the technology innovation in the third sector. You will manage Lightful’s relationship with key external partners and software providers, particularly Salesforce. Together, these activities can take Lightful’s profile and revenue to new heights, internationally and domestically.


What can we offer you?

  • The opportunity to join a fast-growing technology for good company with exceptional culture, opportunities, impact and reputation
  • The opportunity to drive growth, change and innovation within one of our core business units
  • The opportunity to build on established relationships with world leading charities such as the Bill & Melinda Gates Foundation, the Rhodes Trust and Citizens Advice, and the opportunity to deliver scalable impact with many more funders and nonprofits
  • The opportunity to enjoy and thrive in a role that drives high social and environmental impact
  • The opportunity to be a thought leader through spoken and written work by representing Lightful's work in the growing Environmental, Social, and Corporate Governance (ESG) and #techforgood space


Our story

At Lightful, we believe that those doing the greatest good deserve the best technology.


We’re passionate about making the best technology accessible to charities and nonprofits. Our products and solutions help organisations unleash the power of technology and make the good work they do even greater. Our products and services are designed to simplify the work and amplify the impact of charities and nonprofits. 


In 2015, Lightful was launched by Vinay Nair, Johnny Murnane and Carlos Miranda. Three friends who all had different exposure to the nonprofit sector, they all realised the same thing - nonprofits were not getting the technology they deserve.

Before evolving into Lightful (pre-2015), we were a YouTube certified multi-channel network (MCN) known as Thunderboom. Our original intention was to help charities and nonprofits of all shapes and sizes monetise their video content.


Things changed - as they do - and we eventually pivoted. We left our MCN ambitions behind, and we launched our now award-winning Lightful Social Platform. At that time, the company became known as Lightful.

From there we grew our consultancy services - now Lightful Solutions - and developed a comprehensive 12-month course to equip charities with the digital skills and capabilities they need to become more resilient - Lightful Learning's BRIDGE programme.

Lightful values

As a certified B Corp, we’re a values-led organisation, and our values are integral to the Lightful culture. Our Lightful values are:


  •   To act with audacity while remembering humility
  •   To understand the importance of both listening and leadership
  •   To practice generosity whilst showing accountability
  •   These all lay on the foundation of respect and integrity

Our business units

We offer three services to charities and nonprofits; Lightful Products, Lightful Learning and Lightful Solutions. Each business unit is different but highly interconnected, designed for the different needs of the social and environmental-focused organisations we’re proud to serve and work with.

Lightful Products

Lightful Products helps drive organisations forward with ready made software such as: 

  • Lightful Fundraising Pages, fully customisable and branded to clients look and feel, to enable clients create engaging experiences that drive donations
  • Lightful Social Platform, the #1 social media tool for charities, it helps charities schedule social media content, increase engagement and save time
  • Lightful Components, a toolkit of adaptable components designed to build flexible, design-driven online communities


Lightful Learning

Lightful Learning helps our partners master real world skills through a combination of tools and support, building their confidence and resilience. It was designed to grow digital skills and increase effectiveness within the nonprofit sector.

Building resilience in digital growth and engagement (BRIDGE) is Lightful Learning's flagship programme for impact organisations looking to future-proof their operations at a time of great change. It combines a learning syllabus, delivered through a combination of live and recorded sessions and webinars, with the Lightful Social Platform. BRIDGE is supported by foundations and other funders, and offered to small-to-medium sized charities that they support.

Lightful Solutions

Lightful Solutions has been a Salesforce Partner since 2017 and has worked on almost 100 projects with over 50 clients. Our team has 27 members, including user researchers, UX designers, UI designers, developers, architects, administrators, business analysts and project managers. We have more than 60 Salesforce certifications across our team and more than 175 combined years of Salesforce consultancy experience specialising in: 

online communities, digital transformation, digital strategy, CRM support, digital fundraising, and Scoping and Solution Design (SSD).


Our design and development process is as follows: 

  •   Identify - Understanding the client’s ambitions, challenges and pain points to let us identify tailored approaches and opportunities
  •   Imagine - Our human-centred design process keeps user experience at the front and centre of how we deliver a client’s impact goals 
  •   Implement - We build and implement custom solutions using agile methodologies and close collaboration to ensure smooth delivery and transition


We have designed processes and large-scale implementations for major projects with significant cost and efficiency implications for organisations such as The Rhodes Trust, Citizens Advice, Police Now, Family Action, the European Society of Cardiology, the Esmée Fairbairn Foundation, the Bill and Melinda Gates Foundation, Atlantic Fellows, The Big Give, Frontline, Independent Age, Schmidt Fellows and Save the Children UK.


What does the role involve?

Key accountabilities

  • Lead and coordinate sales activity for Lightful Solutions, working with colleagues in PR, Marketing, and our delivery teams to bring our best-in-class services to charities and foundations around the world
  • Identify and nurture qualified leads through each stage of the pipeline, ensuring an excellent experience at each touchpoint
  • Hold initial conversations with prospective clients to understand their needs and to articulate how Lightful’s exceptional design and delivery teams can support their objectives
  • Organise and deliver basic product demonstrations with prospective clients, and in-depth demonstrations with support from our Sales Engineers
  • Represent Lightful and Lightful Solutions at events, conferences and roundtables, speaking with authority on our work, its impact and trends in the nonprofit sector
  • Build a strong network of relationships and partnerships that supports our ambition, leveraging your own network and building new contacts that will support our growth objectives
  • Coordinate activity within Lightful and with our partners to ensure there are sufficient opportunities in our pipeline to exceed our targets and plan for success.  This will include brand and PR, marketing, finance, HR and our delivery teams.
  • Work closely with colleagues in Partnerships and across the rest of Lightful, including Lightful Learning and Lightful Products, to explore areas of collaboration and accelerate our go-to-market plans
  • Coordinate our relationships with key software providers, particularly Salesforce, to ensure they understand the breadth and depth of our offerings, and our drive for stand-out quality
  • Work closely with our marketing team on content production, events, partnerships and other development activities, contributing through blogs, hosting events and supporting thought leadership
  • Support the production of proposals and bids to clients, leveraging your knowledge of the sector, technical experience, innovation, ideas and client need to ensure excellent quality bespoke proposals
  • Own feedback loops from the market to our business development, marketing and delivery teams to drive innovation, and work with our commercial team to create new products and offerings based on market needs
  • Ensure that our CRM is kept up-to-date and accurate at all times, including forecasts and projections



  • At least 7 years experience in sales, partnerships and/or business development selling to nonprofits, foundations or educational organisations
  • Excellent relationship management, interpersonal, and negotiation skills
  • Confident verbal and written communicator
  • Ability to manage a busy and varied workload
  • Experienced in generating leads and managing through to conversion, ensuring strong relationship management at all stages
  • Experience with CRM management and creating presentations
  • An understanding of the technology needs of medium sized nonprofits and the funding and operational environments within which they operate
  • An understanding of the ways that nonprofits use digital technology to engage in targeted, personalised ways with their donors and supporters
  • Familiarity with Salesforce solutions including NPSP, Sales Cloud, Community Cloud and Marketing Cloud and confidence to draw on this experience to lead sales meetings, as well as an understanding of when to bring in experienced delivery colleagues
  • Ability to craft compelling narratives for external audiences
  • An understanding of the importance of human-centred design principles in delivering effective and valuable projects
  • Experience in creating annual and quarterly sales plans that exceed business plan targets, and overseeing a sales team that has regularly exceeded targets
  • Experience working directly with the most senior levels of an organisation and with clint organisations, and the ability to effectively strategize and engage various groups and constituents
  • A strong network of contacts and relationships, with a track record of success, in the nonprofit sector
  • Highly developed skills in organizational efficiency and project leadership, including demonstrated accomplishments while working with cross-functional teams
  • Ability to extract and analyze data to make effective, efficient decisions about prospect strategy and process
  • Knowledge of fundraising information sources and familiarity with research techniques for prospect research


Additional requirement

  •   Eligible to work in the UK without the need of visa support/sponsorship


You will be a part of our exciting culture that fosters personal growth and development. As we expand, you will be given the opportunity to thrive in a close-knit team environment.


  •   Highly competitive salary 
  •   Stock options
  •   Holiday entitlement is 27 days per annum, plus bank holidays, your birthday off and a day off for moving (once a year)
  •   Working from home buddy to integrate you into the team
  •   Simply Health (claim back money on everyday healthcare costs and access to face to face counselling)
  •   Access to a variety of wellbeing apps
  •   Regular events e.g. quiz, cook-along, social drinks, summer party, Christmas party
  •   Lunch & Learn sessions
  •   Training and development plans
  •   Volunteering opportunities
  •   Cycle to work scheme
  •   Paid parental leave and nursery benefit
  •   Lightful kids events


Inclusion of a diverse range of opinions and perspectives is core to Lightful’s open culture and ongoing success. Therefore we never discriminate on age, disability, gender reassignment, marriage and civil partnership, pregnancy and maternity, race, religion or belief, sex, or sexual orientation.


Thank You

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  • Location
    London, London, City of
  • Department
    Lightful Solutions
  • Employment Type
  • Minimum Experience
    Senior Manager/Supervisor