First SME Account Executive

First SME Account Executive

London | Full-time, permanent | 5 days/week in office | Competitive salary + equity

About LightWork

LightWork is building the AI system of action for UK lettings and estate agency. We sit on top of the agent's PMS/CRM and run the operational work: prospecting, viewings, maintenance, compliance, and arrears. This includes Felicity, our voice agent who answers the phone when the branch can't.

The Role

This is our first outbound hire dedicated to SMEs, so you'll be building this function from the ground up. Agencies across the UK are already live on LightWork in pilots. What we haven't built yet is the repeatable, paid SME motion that turns that into a book of business. That's the job.

You'll be first to crack it and first to run it: own the close, sign paying customers from a target list of UK independent lettings agencies we hand you on day one, and turn what works into the playbook the next five reps will use. You report to Leonard (co-founder) for the first six months.

This is a build-it role, not a run-the-machine role. If you want a finished playbook and warm inbound, this isn't the seat. If you want to author the motion for a company building a category, it is.

What You'll Do

• Work a founder-built target list of independent agencies, with 40 to 60 quality dials a day
• Run live Felicity demos on Zoom and close, or land a paid trial, fast
• Personally take your first ten wins from signature to live-and-billing: sitting with the agent, loading data, training Felicity's prompts, and filing engineering tickets where needed. Expect roughly 60% selling and 40% onboarding for the first few months. It keeps you close enough to delivery to learn what actually makes agencies stick
• Turn every call into the playbook: scripts, objections, pricing logic, what closes and what stalls

Territory: Independent agencies up to ~6 branches are yours. Inbound web-form leads and larger (7+ branch) prospects sit with our existing AE. Reviewed at month 3.

Who You Are

1. Live-demo fluent. You can demo any product on Zoom in ten minutes, handle "your AI sounds robotic" in real time, and never hide behind slides.

2. Hands-on with AI. You've actually used LLMs and agents in your own work: a Custom GPT, a Zapier flow with an LLM step, a prompt-engineered workflow, or a side project. If not yet, you'll get there before you start and show us by week 2.

3. Owner-operator buyer empathy. Ideally one of:

• BDM/AE in the last three years at Goodlord, Acaboom, Vouch, View My Chain, Coadjute, Reapit, Alto, Street.co.uk, iamproperty, or a similar PropTech firm selling into UK lettings and estate agencies
• Ex-vertical-SaaS into owner-run small businesses (trades, restaurants, clinics) with documented owner-operator wins
• Ran your own SME business in property-adjacent services

4. Fast, full-cycle closer. Dial to demo to close in the same week. Not a BDR, not an enterprise AE.

5. Commercially numerate. You can build and defend an ROI case in pounds saved per week against an agency's P&L, and tell us where the price is wrong.

If you're truly exceptional with a track record that proves it but don't fit any of these three, don't be discouraged from applying.

Don't Apply If

You need a defined patch and warm inbound. You've only sold through procurement or to enterprise. You measure yourself in activity rather than signed, billing logos. Or "the product isn't finished yet" is a dealbreaker for you. This is a from-scratch, pre-revenue founding seat. That's the whole point.

The Deal

This is a permanent, full-time, ground-floor role based in our London office five days a week. We're pre-revenue and honest about it: you're here to help build the first repeatable sales motion, not to inherit one. We'll agree what good looks like in writing before you start, so you always know how you're measured. Compensation is discussed and finalised at offer.

What Good Looks Like

• Month 3: Your first 2 to 3 agencies signed, with at least one live and billing, and a close you can show us how to repeat
• Month 6: A handful of paying, live customers and a documented, repeatable motion
• Month 12: That motion running reliably enough that the next hire can run it