Have you built the kind of relationships that open doors – and want to use them to help organisations rethink how they build software?

You know how to get a conversation with people whose calendars are already full.

You know how to follow up without becoming that person.

And you know that “send me something” is not, technically, a sales pipeline.

We’re looking for someone who brings that instinct, curiosity, and commercial discipline to Camplight.

You’ll help us open conversations with organisations that have software delivery problems worth solving – and connect them with a team that can actually do something about them.

What you’ll be working on?

Camplight is building a different kind of software factory.

We create systems that connect people, AI agents, company knowledge, and quality checks so business requests can become verified software changes. Humans remain responsible for direction, judgment, and accountability.

This is not another chatbot or software subscription that gets forgotten after the demo.

We help organisations rethink how they build and change software.

Your opening question might be:

“Your engineers already have AI. Why is your roadmap still slipping?”

Your job is to find the people with an interesting answer – and earn the next conversation.

We already have the technical expertise, delivery infrastructure, and experience to support these conversations. We’ve deployed three software factories for clients, with implementations that remain confidential. Our public model, Nest – Human-Led, AI-Powered Work, reflects what we’ve learned from that work.

Now we want to build the pipeline around it.

Your Role

This is a setter-first business development role, not a closing role wearing a fake moustache.

You’ll own the early stages of the commercial process: identifying relevant organisations, activating your existing network, researching prospects, starting conversations, qualifying opportunities, and following up consistently.

Our senior partners will take the lead on technical discovery, solution design, proposals, negotiation, and closing.

You won’t need to explain an agent architecture halfway through a cold call.

You will need to recognise a meaningful business problem, ask good questions, understand whether there is a genuine opportunity, and create a useful handoff.

You’ll also help us improve our commercial approach by bringing back objections, testing messaging, identifying patterns, and sharing what you learn from the market.

About Camplight

We build self-organizing technical teams, offer software development services, and work with businesses and entrepreneurs to create new products. With over 300 successful software projects, some ongoing for more than 8 years, we strive for long-term success for our partners. As a worker-owned cooperative, we follow principles of self-management, transparency, collaboration, trust, responsibility, and innovation. When joining Camplight, you can become a co-owner of the cooperative, allowing you to help steer the business and share in the rewards of our collective success.

For this role, you’ll work directly with the people shaping and delivering our offer.

The delivery capability is there. You help build the pipeline.

What are we looking for?

• Commercial ownership: You take responsibility for creating opportunities rather than waiting for leads to appear.
• Relationship-building: You know how to build genuine professional relationships and turn trust into conversations.
• Communication skills: You have excellent written and spoken English and can communicate clearly with senior business stakeholders.
• Curiosity: You’re interested in technology and can learn enough about AI, software development, and automation to have useful business conversations.
• Qualification mindset: You understand that booking a meeting isn’t the goal. A qualified opportunity with a clear reason to exist is.
• Follow-through: You are organised, persistent, and disciplined about follow-ups and CRM hygiene.
• Independence: You’re comfortable working remotely, managing your own activity, and taking initiative without needing constant direction.
• Commercial judgment: You can distinguish genuine opportunities from polite interest and know when a “not a fit” is the right outcome.

Requirements

Previous commercial experience in pharma AND an active, warm network in the industry are required.

We are specifically looking for someone who already has relationships with relevant people in pharma who know you, trust you, and are willing to take your call or make an introduction.

This means:

• Previous experience in pharma commercial, business development, sales, partnerships, or a closely related role
• An active and warm professional network within pharma
• Relationships with business decision-makers in pharma, or trusted contacts who can introduce you to them
• Demonstrated ability to create and develop commercial opportunities
• Experience with outbound prospecting through channels such as email, LinkedIn, phone, events, and introductions
• Strong qualification and discovery skills
• Excellent written and spoken English
• Strong follow-up and organisational skills
• Ability to work independently and manage your own pipeline
• Curiosity about AI, software development, automation, and emerging technology

Pharma experience alone isn’t enough.

If you don’t already have a warm pharma network, this probably isn’t the right role for you.

We’re not looking for a purchased contact list or thousands of LinkedIn connections who have never heard from you.

We want you to already be thinking:

“I know a few people we should talk to.”

Your pharma network is your starting point. Over time, you’ll have the opportunity to expand beyond pharma and approach organisations in other industries where software delivery and AI-enabled development can create meaningful value.

Software engineering experience is not required.

The ability to ask better questions than “Are you interested in AI?” is.

What would be a bonus?

These aren’t secret requirements. They’re simply things that would make the role even more interesting:

• Experience building or using AI agents and automation
• Experience automating account research, meeting preparation, CRM workflows, or sales operations
• Experience selling technology, software, consulting, or professional services
• Experience working with enterprise organisations and senior stakeholders
• Experience hiring, coaching, or growing a commercial team
• Interest in helping us shape and grow the Growth & Partnerships function

There is room for the scope of this role to grow over time, with responsibilities and compensation revisited as that happens.

Agent-building and department-building are nice-to-haves. You’re not applying for three jobs in a trench coat.

What do we offer?

We focus on health, wealth, and empowering relationships:

• Fully remote work with flexible working hours
• Opportunity to become a co-owner of the cooperative
• Individual career development plan
• Friendly team and collaborative company culture
• Direct access to experienced technical and commercial colleagues
• The opportunity to help shape a growing Growth & Partnerships function
• Prioritization of mental and physical health in the workplace
• Empowering relationships with colleagues who value growth, autonomy, and craftsmanship

What will success look like?

Your scoreboard won’t be “emails sent.”

We care about:

• Qualified meetings held
• Opportunities accepted by our partners
• Opportunities progressing through the pipeline
• Revenue generated from opportunities attributed to you
• The quality of the information and context you provide to our technical partners
• What we learn from your conversations with the market

A well-reasoned “not a fit” is useful work, too.

What does the interview process look like?

1. Initial Interview: We’ll start with a friendly 45-minute conversation about your commercial experience, your pharma network, how you approach business development, and what kind of working environment helps you perform at your best.
2. Commercial Deep Dive: We’ll explore a few real-world scenarios around prospecting, qualification, follow-up, objection handling, and turning an initial relationship into a meaningful business conversation.
3. Practical Exercise: You’ll be asked to demonstrate how you would approach a fictional prospect and write an opening message. This is designed to show us how you think and communicate – not to test whether you can recite a sales playbook.

Regardless of the outcome, we aim to provide constructive feedback to help you grow.

Ready to open a few doors?

Send us a short introduction, your pharma sales background, and one anonymised example of an opportunity you helped create.

We’d also like a brief, anonymised picture of your existing pharma network: the types of companies, the roles you have relationships with, and how active those relationships are.

No contact names, personal details, or previous employer contact databases are needed.

As part of your application, write an opening message to this fictional prospect:

A CEO whose engineers use AI tools, but whose product roadmap keeps slipping.

Keep it under 100 words.

Don’t contact a real company for the application.

No “sell me this pen.”

The pen has suffered enough.

PEA Registration Number and Date of the Certificate: 4003 / 10.10.2025