Sales Enablement Manager

Thought Machine

Thought Machine's mission is bold – to properly and permanently rid the world's banks of legacy technology. To achieve this, we have developed the foundations of modern banking through core and payments technology which run natively in the cloud. What we are attempting is hard and means we need great people working together to build great technology. We have grown rapidly in the past few years – growing our team to more than 550 individuals across offices in London, New York, Singapore, Sydney and our newly established Engineering Hub in Lisbon. We have raised more than £500m in funding and our investors include Molten Ventures, Eurazeo, Intesa Sanpaolo, Temasek, Nyca Partners, JPMorgan Chase Strategic Investments, Standard Chartered Ventures, and more. We have created a culture that enables our team to produce the best work in the industry while ensuring we have fun along the way. We're regularly cited as having a fantastic workplace culture and have been recognised by Sifted magazine as having one of the highest Glassdoor ratings for a UK fintech company and the industry's most generous employee share package. Named one of the world's most innovative fintechs by Global Finance Magazine, we were also recognised by the Financial Times as one of Europe's fastest-growing companies for two consecutive years—and a UK Best Employer for 2026. At Thought Machine, we believe the next era of finance is predictive, personal, and powered by AI. Over the last decade, we engineered the cloud-native foundation making that vision a reality — bridging sophisticated architectural logic with the real-time data required for world-class customer experiences. Our platform is globally recognised for its radical flexibility and resiliency, empowering the world’s most ambitious banks and fintechs to build, launch, and scale the products and experiences of tomorrow, faster than ever before. After a record year of growth and recently finalising our next fundraising round, we are entering our most ambitious stage of growth yet. We are now looking for a Head of Partnerships to architect and lead the ecosystem that will bring Vault Core and Vault Payments to every bank and fintech on the planet. As Head of Partnerships, you will own the strategic direction and commercial performance of the Thought Machine partner ecosystem. Sitting at the intersection of product strategy and market expansion, you are responsible for ensuring our platform remains the central gravity for the modern financial stack. Starting with a team of five, you will work to ensure we identify and engage the right partners to become a seamless part of our customer offering. You will be the bridge between our internal product roadmap and the external commercial market, ensuring that our ecosystem accelerates sales cycles, opens new territories, and provides a complete, end-to-end solution for our clients big and small. Key duties: * Ecosystem Strategy & Architecture: Identify and prioritise partnership categories—from global payment networks to AI-driven specialists—that enhance our competitive position and solve critical customer needs. * Commercial Deal Architecture: Design and negotiate high-stakes commercial frameworks, including revenue-sharing and joint go-to-market (GTM) strategies that drive measurable ARR growth for Thought Machine and our partners. * Team Leadership & Scaling: Manage and scale a high-performing team of five Partnership Managers, shifting the focus from "introductions" to "executed commercial outcomes" while building repeatable global processes. * Market-Product Alignment: Collaborate with Product Leads to ensure that third-party integrations are high-quality, reliable, and add immediate value to our core banking and payments products. * AI Opportunity & Productisation: Lead the strategy for integrating AI-first partners, ensuring their capabilities are leveraged to deliver the "predictive and personal" banking experiences our clients demand. * Partner Governance & Quality Control: Establish and enforce "Vault-Certified" standards, defining the technical and operational benchmarks partners must meet to ensure zero compromise on system resiliency and regulatory compliance (e.g., DORA, SOC2). * Commercial Enablement & GTM: Develop the playbooks and sales enablement tools required to turn technical solutions and integrations into sellable product sets that accelerate sales cycles and open new territories. * Strategic Intelligence: Act as a primary feedback loop for the CPO, providing data-backed insights on market trends and competitor moves to inform "build-vs-buy-vs-partner" decisions. * Regional Expansion: Develop and execute partnership plans that support our growth in North America, EMEA, and APAC, ensuring our ecosystem is localised and compliant. * Performance & ROI Optimisation: Implement a rigorous framework for tracking ecosystem health, focusing on metrics such as partner-influenced pipeline, integration adoption, and impact on customer time-to-value. Who you are: * Strategic Growth Leader: Extensive experience in Partnerships, Business Development, or Product Strategy within Fintech or Enterprise SaaS. You have a proven ability to use CRM data and market trends to quantify the impact of an ecosystem on sales velocity and LTV. * Commercially Driven: You have a track record of closing complex, multi-million pound deals and understand how to align technical product roadmaps with aggressive revenue targets. * Complex Stakeholder Navigator: You can effectively influence internal Engineering teams while simultaneously navigating the procurement, legal, and risk hurdles of Tier 1 global financial institutions. * Solution-Minded: You understand the modern financial technology landscape and can identify which combination of Thought Machine and partner tech solves a client’s problem most efficiently. * Effective Leader: You have experience managing and developing teams through rapid scale, focusing on clear accountability and the transition from a "deal-support" to a "market-making" model. * A Master Communicator: You navigate high-level negotiations with global incumbents and agile startups alike, building trust through clarity and commercial logic. Traits we value: * Commercial Rigour: You prioritise opportunities based on ROI, market demand, and strategic impact. * Ambitious Outlook: You are motivated by the challenge of replacing legacy banking tech and believe in the AI-powered future of finance. * Metrics Driven: You are able to set and enforce leading, present, and lagging metrics on performance, both for our partners and our team * Decisiveness: You are comfortable making high-stakes calls and moving at the pace of a Series E scale-up. * Directness: You value transparency and provide clear, actionable insights to your team and your peers. Benefits: * Highly competitive salary * Pension plan (match up to 5%) * Life insurance - three times annual salary * Competitive maternity (six months fully paid) and paternity leave (four weeks fully paid) * Shared parental leave (matched to our maternity leave for the same point in time) * 25 days holiday and bank holidays * Flexible working hours * Cycle-to-work scheme * Electric car scheme * Season ticket loan * Access to outstanding learning materials and courses * Sports and hobby clubs, subsidised by Thought Machine * All the latest tech you need * Start the day properly with fresh fruit and cereals * Huge range of healthy (and not-so-healthy) snacks, smoothies and drinks * A talented and experienced team as your colleagues * An environment where we encourage learning and progress * Two charity days a year * Weekly food pop-up We actively hire candidates who demonstrate technical excellence in their field and welcome people of all ages and backgrounds, providing everyone with equal access to professional development. You are encouraged to apply even if your experience doesn't accurately match the job description. We also encourage applications from those with different abilities, including candidates with ADHD, autism, dyslexia or dyspraxia.

Elastic

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. Elastic is looking for a Public Sector Partner Manager to build and grow a high-performing ecosystem of Global System Integrators (GSIs) and Influence Partners (IPs) across the UK Public Sector. You will develop strategic partnerships that help government organisations overcome fragmented data, strengthen cyber resilience, modernise operations, and build trusted foundations for AI adoption. Working across Central Government, Defence, Healthcare, Public Safety, Education, and Critical National Infrastructure, you will enable partners to deliver measurable customer outcomes while driving sustainable growth for both Elastic and our ecosystem. Success is measured by the strength of the partner community you build, the capabilities you develop, the customer outcomes you enable, and the long-term value you create. WHAT YOU'LL DO * Build and grow strategic GSI and IP partnerships across UK Public Sector. * Create executive relationships that drive joint growth and customer success. * Develop partner capabilities through enablement, certifications, and solution development. * Lead joint go-to-market initiatives with Sales, Solutions Architecture, Services, Marketing, and Customer Success. * Drive partner-sourced and partner-influenced pipeline through strategic account planning and pursuit engagement. * Foster a culture of collaboration, reuse, and innovation across the ecosystem. * Help partners deliver solutions across Cyber Resilience, Security Operations, Observability, Operational Intelligence, Search, and AI. WHAT WE'RE LOOKING FOR * Proven experience building and growing strategic technology partnerships. * Strong understanding of UK Public Sector and associated procurement frameworks. * Experience working with GSIs, IPs, consultancies, and technology ecosystems. * A customer-first mindset with a passion for solving complex challenges. * Strong executive presence and the ability to influence across multiple stakeholders. * Strategic thinker with a bias for execution and measurable outcomes. SUCCESS LOOKS LIKE * Trusted relationships with priority partners and key executives. * Increased partner capability, certifications, and delivery capacity. * Repeatable co-sell and co-delivery motions across Public Sector. * Meaningful partner-generated pipeline and revenue growth. * Strong customer outcomes that reinforce Elastic's reputation as a trusted Public Sector platform. If you're passionate about building ecosystems, creating customer impact, and helping shape the future of UK Public Sector technology, we'd love to hear from you. ADDITIONAL INFORMATION - WE TAKE CARE OF OUR PEOPLE As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. * Competitive pay based on the work you do here and not your previous salary * Health coverage for you and your family in many locations * Ability to craft your calendar with flexible locations and schedules for many roles * Generous number of vacation days each year * Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service * Up to 40 hours each year to use toward volunteer projects you love * Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

Primer

An Introduction to Primer Primer is the unified infrastructure for global payments. We give finance and payments teams the visibility and control to reduce complexity, improve performance, and capture more revenue - all from a single platform. Backed by Sofina, Peak XV Partners, ICONIQ, Tencent, Accel, and Balderton, we're building the payments layer the world's best companies rely on. Watch our showcase > Read up on our $100m Series C Learn more about our culture > WHICH TEAM WILL YOU BE JOINING? We are seeking a motivated and high-performing addition to our team as we turbo charge our revenue engine. With a consultative approach, you will lead the sales cycle with founders, CEOs, CTOs, CFOs, and VP / Director level functional leads. You will also drive the Sales strategy by owning all aspects of the sales cycle from prospecting to discovery to close. This will include cross-functional work to develop the customer strategy and contribute to other revenue initiatives.   🔍 WHAT WILL YOU BE DOING? * Support the launch motion for our wider CFO stack offering: Play a central role in coordinating the initial commercial rollout, developing familiarity with the product and helping codify how Global Accounts and Reconciliation are positioned and sold during the early phase. * Contribute to a repeatable back-book motion: Partner with Product, PMM and CS to help identify eligible merchants and participate in targeted outreach and upsell cycles as part of a broader, cross-functional effort. * Contribute to a smooth onboarding process: Partner with RevOps & Support on onboarding merchants to Global Accounts, and conducting eligibility pre-checks with downstream providers * Enable front-book bundles: Support core BDMs by positioning Global Accounts (and Reconciliation where relevant) within broader Primer new business deals to increase revenue and shorten ARR activation cycles. * Prepare the path to standalone Global Accounts selling: * Continuously assess product readiness on the market, value differentiation, and competitive context to determine when Global Accounts can be credibly sold as a standalone solution. * Define the ICP, partner with RevOps on pricing considerations & deal structuring, and sales motion required to move beyond a “wedge” use case when product maturity allows. * Evaluate and progress inbound standalone opportunities where appropriate, without prematurely forcing a new-logo motion. * Translate market learning into action: Capture win/loss insights, objections, pricing feedback, and product gaps; feed structured inputs into Product, PMM, and RevOps. * Build and own the Global Accounts sales playbook * Develop and iterate a comprehensive Global Accounts sales playbook, informed by live customer interactions and early wins/losses, including: * Buyer personas and stakeholder mapping within global enterprises. * Clear articulation of Primer’s unique value proposition and differentiation for Global Accounts. * Value engineering by connecting customer pain to a value statement that resonates with each buying persona * Primary use cases, success narratives, and qualifying criteria. * Building industry and use-case specific opportunity pipelines from back and front book merchants * Sales motion definition (discovery, evaluation, pilot, expansion, procurement). * Objection handling, competitive positioning, and deal-risk mitigation per persona (Finance/Treasury Personas) and segment (Size, Vertical, Geo). * Lead the creation and evolution of sales collateral in partnership with Marketing and Product, including merchant bespoke pitch decks, case studies, ROI narratives, and enablement materials. * Shape and validate the Global Accounts demo experience (including demo environments), working cross-functionally to ensure it reflects real customer workflows and value. * Serve as the internal source of truth for how Global Accounts are sold at Primer, with the expectation that this playbook becomes scalable for future hires * Drive commercial rigor: Track pipeline, revenue, and outcomes with a “controlled pilot” mindset; help define what success looks like and when/how the model should scale post-GA. * Protect merchant trust and CS ownership: Operate within clear guardrails on account engagement, partnering closely with CSMs and ensuring clean handovers and delivery quality. * Identify wider opportunities: Position Global Accounts as part of the wider proposition, particularly alongside other products within the Financial Operations product suite.   👀 WHAT WE’D LOVE TO SEE: * Strong commercial fundamentals: Experience running complex sales cycles and influencing senior stakeholders across Finance/Treasury personas. * Necessity to build a developed financial literacy on treasury and FX management and an expertise on current solutions on those 2 topics + overall understanding of the typical CFO stack (e.g. ERP) * Builder mindset in ambiguity: Able to create a motion where a playbook doesn’t exist yet. We’re looking for a structured, pragmatic approach and biased toward high-quality execution. * Cross-functional operator: Proven ability to partner tightly with Product and PMM, balancing revenue goals with product maturity and narrative discipline. * Merchant-first judgement: Consultative approach with strong instincts for when to sell (or not); protecting trust and avoiding low-quality upsells. * Analytical and accountable: Comfortable defining ICP/qualification criteria, measuring outcomes, and operating with Salesforce and forecasting discipline. * EMEA-based and internally credible: Able to leverage internal context and relationships to accelerate the back-book-first approach.   ✅ A TYPICAL INTERVIEW PROCESS * An initial intro call with a Talent Partner * An interview with the Hiring Manager * Challenge Stage - Contextualised to the role * A final, values-alignment interview WHAT'S THE CULTURE LIKE AT PRIMER? We're building a culture where people can do their best work and be proud of the impact they have. You'll be working with people who are mission-driven, smart, and reflective, and who are genuinely invested in building exceptional products and delivering success for our merchants. We work remotely, and have done since day one. We believe that building a successful, profitable company goes beyond proximity. We invest in our relationships through great remote working practices and thoughtfully designed face-to-face time, including workations, our annual company retreat, and access to co-working spaces across most major cities. The work is challenging. Scaleups are a challenge, and building category-defining products is a challenge. But there's a meaningful difference between a challenge and a struggle. At Primer, the right challenge comes with the right support: strong onboarding, a collaborative environment, and a team that is genuinely invested in your success. It's never something you face alone. OUR BENEFITS 🌍 We are fully remote and globally distributed; and have been since day one 💰 Competitive share options 🌴 Uncapped holiday, with 25 days minimum to be taken 🗣️ Co-working space access across major cities 📅 Workations & Company Retreat 💻 The best equipment for your role 🏠 £500 towards your home office setup 🔎 Generous learning budget 🏥 Private Medical Insurance 📈 A broad set of additional perks and benefits (depending on location) DON’T MEET EVERY SINGLE REQUIREMENT? At Primer, we're dedicated to building a diverse, inclusive, and authentic workplace. If you're excited about this role but your experience doesn't align perfectly with every qualification listed, we encourage you to apply. You may be the right candidate for this or other roles. Primer is committed to the equal treatment of all current and prospective employees and adopts a zero-tolerance approach to discrimination, regardless of age, disability, sex, sexual orientation, pregnancy and maternity, race or ethnicity, religion or belief, gender identity, marriage and civil partnership, or any other background or belief.