Aimed at mid-to-senior level product marketers with B2B SaaS experience who can deeply understand and navigate complex buying cycles in energy and defence.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Light via Ashby
FINANCE DESERVES BETTER
Finance teams at fast-growing companies run global, real-time businesses on a patchwork of legacy ERPs and point solutions. Every new entity, project or tool adds another system to stitch together and another hire to keep the numbers reconciled.
Light gives them a way out. We build the finance solution that lets finance teams have it all, through three parts that work as one:
- Our ledger records every transaction across every entity in real time, so the numbers hold up from day one.
- Our apps adapt Light to how each business runs, from procurement to billing to reporting.
- Our agents operate the repetitive work that used to need another hire, so finance teams spend their time on the decisions that matter.
Today we run the finance function for companies like Lovable, Legora and Keyshot, with backing from Atomico, Balderton, Seedcamp, Cherry and Entrée. Now we’re taking Light into specific industries, with the ambition of becoming the operating layer each one runs on. Energy and defence sit among our priority sectors.
THE ROLE
We’re looking for a Product Marketing Manager to go deep on energy and defence and work out how Light wins there.
Energy developers, operators and service businesses share a lot with defence technology and service suppliers. Both run on project and contract economics, both report across several entities, and both face long, multi-stakeholder buying cycles where auditability and approvals carry real weight. Your job is to understand these buyers better than anyone at Light, turn what you learn into positioning and proof our sales team can use, and build the playbook we follow to scale our go-to-market across both sectors.
You’ll sit in our product marketing team and work side by side with the Sales Managers who cover these sectors, with support from demand generation, field marketing and product.
WHAT YOU’LL BE DOING
- Interviewing customers, prospects and specialist partners to learn how energy and defence businesses buy, what makes them change and where their finance workflows break.
- Mapping the market with Sales: which segments we go after first, which we test, and which we leave for later.
- Turning what you learn into positioning, messaging and competitive arguments that hold up in front of a project director or a CFO.
- Building the sales kit, from customer stories and demo narratives to objection handling and one-pagers, so our reps speak each sector’s language.
- Training sales reps and SDRs on the buyers, procurement cycles, contract structures and regulatory context of each segment, and joining customer calls to hear what lands.
- Bringing the sectors’ requirements back to Product, from project and contract economics to cash visibility, evidence trails and integrations with operational systems, and separating the needs that recur from the one-off requests.
- Giving demand generation and field marketing the insight, content and angles they need for sector campaigns and events, and tracking what turns into pipeline.
- Writing down what works, so the next sector we enter starts from a playbook rather than a blank page.
WHAT WE THINK* YOU’LL NEED
- Product marketing experience at a B2B SaaS company, with a track record of taking a product or segment from insight to launch to sales adoption.
- A habit of talking to customers, and the judgement to turn interviews into clear positioning.
- Experience in energy, defence, infrastructure, industrials or another complex B2B sector helps. Curiosity and the speed to earn credibility with technical buyers matter more.
- Strong writing, from a sharp one-pager to a customer story people want to share.
- Comfort working with Sales every day, and a feel for what helps a rep win a long, complex deal.
- An analytical streak. You can read funnel data, spot where deals stall and test why.
- Daily use of AI for research, writing and analysis, with the discipline to check what it tells you.
- A can-do, empathetic and collaborative spirit. No brilliant jerks here, please.
*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.
THE GOOD STUFF
🏢 A five-day, in-office culture with a high-density team in London.
💸 A competitive salary and potential stock options.
🏝 25 days of annual leave plus UK public holidays.
🥳 Regular socials and two company offsites a year. The last 2 were in Tuscany & Provence!
🌍 Travel to Copenhagen, Munich, New York, Paris and wherever energy and defence customers, partners and industry events take us.
🚀 The chance to define how Light wins in two sectors from their first deals.
Light is an equal opportunity employer.
THE FAMOUS LAST WORDS
Energy and defence businesses manage complex projects, contracts and entities on finance tools that weren’t built for them. We want to change that, and we want you to learn both sectors inside out and show us how. When you apply, tell us about a segment you got to know from scratch: how you learned it, what you changed because of it, and how you helped Sales win there.
Source: Light careers (Ashby)