Georgina Nettleton

Growth Lead Location: London (5 days a week in the office) | Full-time, permanent | Competitive salary and equity About LightWork LightWork is building the AI system of action for UK lettings and estate agencies. We sit on top of the agent's CRM and run the operational work (prospecting, viewings, maintenance, compliance, arrears). A lot of that work runs through Felicity, our voice agent, who answers the phone when the branch can't. The Role This is our founding Growth hire. You own the growth function and build the team behind you. The product works. The market doesn't know yet. Residential agents are busy, sceptical, and they have been pitched twelve "AI" tools this year that all overclaimed. The job is to cut through that: find the message that makes an agent lean in, build the engine that puts LightWork in front of every agency in the country, and make it the first name they say when they think about AI for their business. This is a build-it role, not a run-the-machine role. If you want a finished playbook and a budget to deploy, this isn't it. If you want to author the demand and the story for a company building a category, it is for you. What You'll Do • Set the positioning and the message that makes a busy, sceptical letting agent lean in, and prove it lands. • Build the demand engine: content, events, organic, founder-led and paid social. You'll have significant autonomy to define our GTM approach as well as execute it. • Own the funnel from first touch to qualified demo, and hand sales a consistent flow they can work on. • Get close to the customer: talk to agents, sit on sales calls, and turn what you hear into the message and the campaigns that drive results. • Every channel you build gets measured. You know what's working, why, and what to do about it. • Hire and build a small team behind you once the motion is working and the playbook is there. Who You Are • You've built demand from near-zero in a vertical or SMB B2B market, and you can point to the direct contributions that led to success. • You're comfortable selling something the market doesn't yet know it needs, to a non-technical, time-poor, sceptical buyer. • You move fast and run lean, with the initiative to solve the problems that come up. • Hands-on with AI. You've actually used LLMs or agents in your own work: a Custom GPT, a Zapier flow with an LLM step, a prompt-engineered workflow, a side project. If not yet, you'll get there before you start and show us by week 2. Don't Apply If You need a big budget and a team in place before you can perform; you've only ever tuned an existing funnel; you'd rather manage agencies and vendors than make the work; or "the playbook isn't written yet" is a dealbreaker. This is a from-scratch founding seat. That's the whole point, and it should be what excites you. LightWork AI | Growth Lead | 1 of 2 The Deal This is a permanent, full-time, ground-floor role, based in our London office five days a week. We're live and generating revenue, but early, and honest about it: you're here to build the growth and marketing side, not to inherit one. Compensation is discussed and finalised at offer. What Good Looks Like • Month 1: you know the market as well as we do, or better. Twenty agents spoken to, sales calls sat on, and the one sentence that makes an agent care, proven to land. • Month 3: new positioning and site narrative live, and a repeatable, measurable flow of qualified agency demos sales can work. • Month 6: marketing-sourced pipeline is a measurable share of new business, with payback you can show on the first paying cohorts. • Month 12: LightWork is a name agents recognise, a small team is in place, and we pull demand rather than push it. LightWork AI | Growth Lead | 2 of 2

Sales Manager About Busuu Joining Busuu means being part of one of the top EdTech companies in the world, a multiple award-winner recognised for its innovation and impact in language learning. Busuu's vision is to empower people through languages. We are the world's largest online community for language learning, with 120+ million registered users. We make learning a language easy by combining AI-powered courses with feedback from our global ommunity of native speakers  and lesson content designed for real life. Today, Busuu is a performance partner, not just a language app. We get every learner ready to use language in the moments that matter (the presentation, the client call, the difficult conversation) and give organisations a clear picture of the impact. For the first time, learners build language and professional skills together, from workplace communication to project management, so they don't just communicate better, they thrive at work. More than 700 organisations already use Busuu for Business across 14 languages. Knowledge is free. Capability is not. That is the gap we close: we measure what people can actually do in the situations that count, not how many lessons they completed. Busuu is part of the global Chegg family. Chegg is the leading student-first connected learning platform and a NYSE-listed company. Why This Role Exists Organisations across Europe are investing in language capability, and we have a team of Business Development Managers who can open doors and win new logos. What we need now is someone whose whole job is to make that team better: sharper discovery, tighter qualification, more pipeline, a forecast leadership can bank on, and more new customers every quarter. You will also be joining at exactly the right moment. Busuu is evolving from a language learning app into a performance partner across languages and business skills, and that changes the conversation your team has with every buyer. We no longer compete on course quality. We compete on performance readiness. The first question is no longer "how much do your people already know?" It is "what are the situations your teams have to perform in?" You will make sure every rep on your team can lead that conversation with a CHRO or Head of L&D, and win it. This is not a player-coach role. Your number is the team's number, and you hit it by building reps who hit theirs. You will get into the big deals when it matters, as a coach and executive sponsor, not as the closer who takes the deal off the rep's desk. The team is remote and distributed across Europe, covering our core markets. That means leading through rhythm, inspection and trust, not by walking the floor. Your Mission Take a remote team of BDMs working across two of three core regions (France, Italy & Spain, strong command in at least one of the languages is a requirement) and turn it into the most predictable new business engine in Busuu for Business: consistent pipeline, an honest forecast, and reps who sell Busuu as a performance partner, not a language app, and are measurably better at their craft than when you found them. A big focus will be for you to take a team from mid-market to enterprise and drive AOV by selling on value over features. What You'll Do: Own the team number: You are accountable for new business bookings across the team. You set the targets, track the run rate and make the calls early when something is off track. Lead the shift in how we sell: Take the performance partner story to market. Equip your team to sell outcomes, not licences and lessons: people ready for their highest-stakes moments, language and professional skills built together, and capability evidence that leadership can actually see. Turn early wins into references and plays the whole team can repeat. Coach, every week: Deal reviews, call reviews, pipeline inspection. MEDDPICC is how we qualify, and you will make it a working discipline in every deal, not a box-ticking exercise in the CRM. Call the forecast: Run the weekly and quarterly forecast for the team. Commit means commit. You know the difference between a deal that is real and a deal a rep wants to be real, and you say so. Drive pipeline generation: Make sure every rep has the coverage to hit their number. Reps self-source most of their pipeline, and you will help them build repeatable outbound plays by market and segment, working with Marketing on everything above that. Collaborate & align strategy with SDRs: BDMs are partnering with regional SDRs. Your job is to make sure this team delivers as one team, with excellent collaboration and laser focus on target account strategy execution. Step into the deals that matter: Support live on strategic opportunities, help navigate pricing, procurement and legal, and unblock deals internally. The deal stays with the rep. Your job is to make them win it. Hire, develop and performance-manage: Build the bench. Set clear expectations, run individual development plans, and have the difficult conversations early and fairly. Shape the market playbook: Work with your Director to prioritise markets, segments and ideal customer profile, and turn what works in one market into something the whole team can repeat. Lead a remote team well: Strong 1:1 and team cadence, clear written communication, and regular travel to spend time with your team and their customers in person. How You Will Work Across the Business New business does not win on its own. You will be the team's point of connection with the rest of Busuu for Business. Marketing: Agree where pipeline comes from and feed back on lead quality, campaigns and messaging by market. Customer Success & Strategic Account Management: Make sure every new customer is handed over cleanly and set up to grow. A deal that churns in year one is not a win. Revenue Operations & Finance: Keep HubSpot data clean, the forecast accurate and the commercial terms sensible. Product: Bring back what the market is telling us: what customers are asking for, where we lose, and why. Leadership: Give an honest, evidence-based view of the team and the pipeline, including when the news is not good.   What You'll Bring 10+ years in quota-carrying B2B SaaS sales, with at least 2 years leading a team of new business closers. A track record of team attainment, with the numbers to hand. We will ask how your team performed against target in each of your last four quarters, and why. Proof you are a coach, not a super-rep. Examples of reps you have hired or developed who went on to outperform. Forecasting discipline and fluency in a qualification methodology (MEDDPICC, MEDDIC or similar) and sales methodologies (Challenger, Value Selling or similar)  Experience leading remote or multi-country teams, and the habits that make that work. Commercial credibility with senior stakeholders. You can hold your own with a CHRO, a Head of L&D or a divisional MD and talk about business outcomes, not licences. A data-driven approach and comfort with a CRM as a discipline, not a chore (HubSpot or Salesforce, plus tools like Outreach). High EQ and low ego. You read people well, give direct feedback and take it too. Excellent written and spoken English, and the ability to travel across Europe as needed. You speak English and at least French, Spanish or Italian at C2 level. Nice to Have Experience selling into HR, L&D, Talent or People functions. Proficiency in one or more additional European languages. Experience building or scaling a sales presence in a new market. A background in EdTech, HR tech or learning platforms, ideally through a repositioning or new-category launch. What We Offer At Busuu we want to ensure that you have access to some great benefits: A great Private Health Insurance scheme. Flexible working hours and remote working, to support your work-life balance. Enhanced maternity and paternity leave. Plenty of ways to stay connected as a team, including socials and quarterly team and company events. Our Commitment to You Busuu's platform and our workplace are for everyone. We embrace our differences, whether cultural, racial, religious or otherwise, and we want every employee to have a voice in a safe, judgement-free environment. We welcome applications from everyone.

Senior Talent Partner Trust In SODA London Area, United Kingdom (Hybrid) SaveApply Senior Talent Partner | London (Hybrid) | Global EdTech   I'm working with an award-winning, globally recognised technology business that is looking to hire a Senior Talent Partner to join its growing People team in London.   This is a highly visible role that sits at the intersection of Talent Acquisition, HR Business Partnering and Organisational Design, supporting senior leadership across the UK and international markets.   The role offers the opportunity to influence business growth, workforce planning and people strategy while helping shape how AI is embedded across hiring and HR processes.   The role will involve: Leading end-to-end recruitment for roles across Technology, Product, Commercial and Corporate functions up to Director level. Partnering closely with senior leaders to define hiring needs, organisational structures and future workforce plans. Acting as the go-to expert on UK employment law, employee relations and HR best practice. Supporting organisational change, restructuring and wider People initiatives. Driving the adoption of AI-powered recruitment and HR tools to improve efficiency, candidate experience and hiring outcomes. Managing recruitment delivery through a combination of direct sourcing, agency partnerships and internal support teams. Using data and metrics to optimise hiring performance, including time-to-hire, source effectiveness and candidate conversion.   What they're looking for: Strong in-house Talent Acquisition experience recruiting mid-to-senior level talent. Solid HR generalist experience with a good understanding of UK employment law and employee relations. Experience partnering with senior stakeholders on organisational design and workforce planning. A genuine interest in AI and experience leveraging AI tools within recruitment, people operations or HR processes. Strong stakeholder management skills with the confidence to influence at leadership level. Comfortable working in a fast-paced, international environment with exposure to global teams.   Why consider it? Strategic role with significant visibility across the business. Opportunity to influence both people and hiring strategy. Work with a forward-thinking organisation actively investing in AI and innovation. Collaborative, international culture with strong leadership exposure. Excellent benefits package, development opportunities and hybrid working mode

Product Success Lead Location: London, 83 Victoria Street (4 days a week in the office, 1 day from home), plus agents' offices for go-lives | Full-time, permanent | Competitive salary and equity | Reports to: a co-founder About LightWork AI LightWork AI builds Felicity, the AI front desk for UK letting and estate agents. She answers every call, email and message 24/7, qualifies leads and takes viewing requests, triages maintenance, and handles around 90% of that work on her own. We are live and generating revenue with agencies across the UK. Roughly half of those enquiries arrive out of hours, when the branch is shut and the lead goes to whoever answers first. Felicity answers in under 20 seconds. The Role We are hiring one technically trained owner for every customer after the sale. You get each agency live, prove Felicity's value in the agency's own numbers, and turn what customers run into into fixes that product and engineering can ship. Most of the risk with our customers is technical: an agency that isn't fully connected, or a Felicity that has handled nothing in 14 days, needs someone who can open the logs and fix the cause, not just report it. A trial that ends without the agency paying is a lost customer. You start as an individual contributor with no direct reports and a weekly one-to-one with your co-founder manager. Sales (one lead for independent agencies, one for groups) closes the deal and owns pricing. You take it from signed agreement to first live enquiry, then keep the account. You are organised, calm with a frustrated agency owner, clear with people who aren't technical, and you ask for feedback and use it. What Good Looks Like • Month 1: you know every live account, how each one is connected and how Felicity is performing for it, and you have taken a newly signed agency towards go-live from a written handover. • Month 3: the per-branch report and at-risk alert you built in your first 60 days are trusted at the weekly review, and no trial starts without the success criteria, go-live date and price you signed off. • Month 6: branch retention and trial to paid are rising, time to go-live is falling, and anything fixed twice has become a template, a tool or a product change. Key Responsibilities When these compete for your week, this is the order. Accounts at Risk • Score every account's health every week from Felicity's own data: enquiries handled, viewing requests passed to the branch, staff picking up her handoffs, and errors. • Call at-risk accounts the same week. • Give every lost account a reason backed by the record, not a guess. Go-Live • Own each agency from signed agreement to Felicity's first live enquiry. • Join the last sales call and get a written handover: how each branch handles enquiries today, why they bought, and what was promised. LightWork AI | Product Success Lead | 1 of 3 • Connect the channels and property software (such as Alto, Street, MRI and Loop), set Felicity up the way each branch already works, and train staff on her handoffs. Trial Entry • No trial starts until the agency has agreed in writing what "working" means, the go-live date and the price afterwards. You sign that off. • Flag a poor technical fit before a deal closes. Proof of Value • Build the evidence behind each account's reviews in the agency's own numbers: enquiries caught out of hours, viewing requests from them, response times, and what that is worth in fees. • Draw every number from the logs, with each one defined. The Fix, Not Just the Ticket • Change configuration yourself, within what Felicity supports, and never write custom code into a customer's account. • Send bugs to engineering with the affected customers attached. • Rank the jobs Felicity can't yet finish by how many customers need each one, and review that list with product and engineering monthly. • Make go-lives cheaper: anything fixed twice becomes a template, a tool or a product change. Groups and Growth • Roll groups out a trial branch first, with a named champion who trains the next wave's champions; each wave starts when the last meets the agreed criteria. • Spot growth inside accounts (more branches, more channels, usage near the plan's allowance) and pass it to sales or customer success within a week. You don't set prices. • Work with the customer success team so every account has one named owner. How You're Measured Four numbers at the weekly company review, independents and groups shown separately. In your first 60 days you turn our per-branch data into a report and an alert you trust. • Branch retention (up): the share of branches paying at the start of the month that are still paying at the end. • Trial to paid (up): the share of trials ended that month that converted to a paid invoice within the trial window. • Live in 14 days (up): the share of live branches where Felicity has handled an enquiry in the last 14 days. • Time to go-live (down): median days from signed agreement to Felicity's first live enquiry. Requirements Must Have • You've shipped technical work that paying customers rely on: integrations, configuration, scripts, or AI and automation workflows. You can walk us through one, including what broke. • You've owned a customer number, such as retention, conversion or adoption. You can say where it started, what you changed, and where it ended. Also Great • Three or more years in forward-deployed, solutions or implementation engineering, technical account management or technical customer success. • A technical degree. Shipped work counts equally. LightWork AI | Product Success Lead | 2 of 3 • You already know property or property software. If you know AI but not lettings, we teach you: two weeks inside live branches with the customer success team, then go-lives alongside them before you lead one. Why Join LightWork AI • Join a small, AI-first team with a product UK agencies already use and pay for. • Own every customer after the sale, measured on four numbers that show the difference you make. • The templates and tools you build become product. • Work closely with the founders, with a weekly one-to-one with your co-founder manager. • Competitive salary plus equity; any variable pay is tied only to the four measures. • Hybrid working: 4 days a week with the team in our London office, 1 day working from home, plus agents' offices for go-lives. LightWork AI | Product Success Lead | 3 of 3