Director Care & Clinics Marketing at Light in London

Job description

• Application
• Light is building the financial foundation for businesses operating across entities and currencies, with AI agents doing routine work and people shaping how the system operates. Our ambition is to become the operating layer for entire industries. Care Homes and Clinics are part of our priority verticals.
• We’re looking for a Director Care & Clinics Marketing to build our position in these markets as part of a world-class vertical marketing team. You’ll combine deep customer understanding, a clear industry point of view and commercial judgement to turn an opportunity into a repeatable way to win.
• You’ll own market understanding, positioning and the marketing pipeline for Care Homes and Clinics, partnering closely with the Care Sales Manager and Clinics Sales Manager and our shared Product Marketing, Demand Generation and Field Marketing teams.
• What success looks like
• Clear priorities for Care Homes and Clinics, positioning that resonates with buyers, and a growing marketing pipeline. Weekly reporting explains what is happening, why it is happening and what the team will do next.
• Sales reps and SDRs understand the nuances of each segment and have the training, content and customer proof to progress deals. Customers and specialist partners strengthen our presence in the market, while Product Marketing and Product have a clear, evidence-backed view of the requirements that matter most.
• You’ll assess progress through qualified pipeline, conversion, sales-cycle performance and customer outcomes, working with Sales and customer teams to understand delivery effort and time to value.

Responsibilities

• Understand the market and choose where to focus. Interview customers and specialist partners to uncover buying triggers, workflows and unmet needs. Build a shared segment plan with Sales, testing opportunities among groups operating multiple care homes, clinics or practices.
• Define the proposition. Turn customer insight into clear positioning, competitive arguments and a credible industry point of view. Work with Product Marketing to create customer stories, demonstrations and sales kits that show why Light matters to each segment.
• Own the marketing pipeline. Build the model, set campaign priorities and lead execution with Demand Generation and Field Marketing. Own weekly reporting on qualified opportunities, conversion and progress against pipeline targets, with clear actions when performance falls short.
• Make AI part of the operating rhythm. Use AI for research, campaign execution and reporting that gets to the why behind the numbers. Investigate what drives conversion and where deals stall, validate the findings with customer and Sales evidence, and turn them into decisions.
• Be a true partner to Sales. Train direct sales reps and SDRs on the nuances of Care Homes and Clinics: their buyers, language, workflows and objections. Join important customer conversations and equip the team with the insight and proof needed to move deals forward.
• Build credibility in the sector. Speak at conferences, webinars and industry discussions. Develop relationships with the press, analysts, influencers and specialist partners who shape how buyers think, bringing a useful perspective grounded in customer experience.
• Bring the customer voice into the product. Partner with Product Marketing to define the workflows, integrations and product requirements critical to these sectors. Work with Product and customer teams to prioritise needs based on evidence and keep market promises grounded in what Light can deliver.
• Turn early wins into a repeatable approach. Build customer relationships, lead interviews and capture outcomes that become references and case studies. Use win/loss learning to sharpen our targeting, message and campaigns.

Requirements

• Around ten years of marketing experience, with a strong foundation in industry or product marketing and evidence of building markets and delivering commercial results.
• Experience owning a marketing pipeline from planning through execution and reporting. You can build a model, understand funnel performance and explain what needs to change.
• An established ability to speak publicly and tell a compelling industry story, whether on stage, in a customer interview or in conversation with the press, analysts and influencers.
• Experience working with specialist partners and building trusted relationships within Care Homes, Clinics or a closely related sector.
• A record of partnering closely with Sales, including training direct reps and SDRs to understand a segment and sell into it with credibility.
• Experience translating customer needs into clear sector requirements with Product Marketing and Product, distinguishing a recurring market need from a one-off request.
• Strong analytical curiosity and practical experience using AI to investigate performance, test explanations and improve decisions. You verify the output and can explain the reasoning behind your recommendations.
• Strong writing and storytelling skills, the judgement to challenge assumptions, and a willingness to do the work yourself: interview customers, write the message, build the campaign and examine the results.
• You’ll bring enough sector understanding to earn credibility quickly, alongside the curiosity to keep learning. We’re looking for someone who can build a market and a repeatable approach, with customer evidence behind both.

Skills

Required

• Industry or product marketing
• Marketing pipeline ownership
• Public speaking
• Storytelling
• Partner relationship building
• Sales partnership and training
• Analytical curiosity
• Writing
• Judgement to challenge assumptions
• Willingness to do hands-on work

Benefits

• The good stuff
• 🏢 In-office, five days a week, high talent density.
• 💸 Competitive salary.
• 🏝 25 days annual leave plus public holidays.
• 🚀 Define what winning looks like in a vertical from the very first deal.
• 🌍 Regular travel to Copenhagen, Munich, NY, Paris, and wherever Care Homes & Clinics actually do business.
• 🥳 Off-sites twice a year. The last one was in Italy.