Case Management Sales and Product Owner

About us

Plinth is a fast-growing tech startup working with charities, foundations and local government. Small and local charities are highly effective but largely hidden. They have no spare time and no spare money. We're building the tools these organisations need and shining a light on the work they do. Read more on our blog.

We're growing fast. 3-4x this year. We get 7+ new sales a month and we're shipping new features every few days. This means things move quickly and your work directly shapes how we scale. You'll have real responsibility from day one.

️It's really impactful work. Our clients are charities and grassroots organisations across the UK, and soon internationally. When you win and deliver a contract, you're directly enabling organisations to better serve their beneficiaries.

You'll work with impressive people. Our team is talented, collaborative and slightly strange(?). We value impact, speed and openness. We work in person in our office in Old Street because we genuinely enjoy each other's company (most of the time). It's a high trust, creative space where if you think something's a good idea, you just go do it.

You need to be able to:

• Win case management deals with medium-to-large charities: You'll own the full sales cycle from identifying charities delivering frontline services (youth work, homelessness support, family services, mental health, domestic abuse support, advice services etc) through to signed contracts. You need to understand their workflows and articulate how better case management changes outcomes.

• Demo with well and often: You'll show our case management platform to service managers, operations directors, and frontline staff. You need to make the software feel relevant to their specific context-whether that's safeguarding workflows, outcome tracking, or funder reporting.

• Run discovery that uncovers real needs: When a charity says "we need better reporting," you'll dig into what that actually means for their funders, commissioners, and service delivery. You'll map their pain points to our solution and build a compelling case for why they should switch.

• Navigate charity procurement: You understand how charities make buying decisions (slowly, with lots of stakeholders, and usually underfunded). You can work with their timelines, address concerns from IT, finance, and service delivery teams, and keep deals moving.

• Feed product insights back: While your primary focus is sales, you'll spend time with prospects and clients understanding what they need. When you spot patterns or gaps, you'll feed this back to our product team. You're not building the roadmap, but your input shapes it.

• Support key implementations: For larger or more complex deals, you'll stay involved through implementation-managing stakeholder expectations, troubleshooting issues, and ensuring a smooth handover to customer success.

• Build relationships for expansion: Charities that start with case management for one service often expand to other teams or add modules. You're building partnerships that grow over time, not just closing one-off deals.

What kind of background do we think would be a good fit?

We need a few years experience with strong elements of:

Essential:

• Direct charity sector experience: You've worked in or closely with medium-to-large charities delivering frontline services. You understand how they operate, their funding pressures, and their operational challenges.

• Understanding of case management workflows: Either you've been a caseworker/keyworker yourself, or you've worked with frontline teams enough to understand their daily reality and speak credibly about their needs

Highly valuable:

• Experience at organisations like Frontline, Teach First, or similar structured graduate programmes in social impact sectors

• Existing relationships with COOs, Directors of Services, or operations leads at charities

• Knowledge of how charities report to funders and commissioners

• Previous experience selling CRM, case management, or impact tracking software

• Understanding of safeguarding, GDPR, and data protection in a charity context

How can you measure your success?

• New contract value: Winning case management deals with medium-to-large charities

• Pipeline development: Building and progressing qualified opportunities with charities across the UK

• Conversion rates: Moving prospects from discovery to demo to proposal to close

• Deal quality: Charities you bring in should be good fits who expand their usage over time

• Sales cycle efficiency: Helping us understand and reduce time from first contact to signed contract

The role

Sales (70-80% of your time):

• Identify and qualify opportunities with medium-to-large charities delivering frontline services

• Run discovery calls to understand their workflows, pain points, and requirements

• Conduct product demonstrations tailored to their specific use cases

• Create proposals and respond to charity procurement processes

• Negotiate contracts and commercial terms

• Work with founders on pricing strategy for different charity segments

• Build and maintain a strong pipeline of opportunities

Product feedback & advocacy (10-15% of your time):

• Gather insights from prospects and clients about their needs and pain points

• Feed patterns and opportunities back to the product team

• Advocate for features that will help close deals or expand accounts

• Stay close to product development so you can sell upcoming features credibly

Implementation support (10-15% of your time):

• Support customer success with key implementations, especially larger charities

• Manage stakeholder relationships during critical rollout phases

• Troubleshoot escalations and ensure smooth handovers

• Identify expansion opportunities within existing accounts

Over time: As we grow the case management business, this role could evolve into Head of Case Management Sales, leading a team, or taking on larger strategic accounts. We'll shape it around your strengths and where the business needs you most.

What we offer

Salary: £45,000 - £58,000 base

Equity: Meaningful equity as part of your package

Location: In-person, Old Street, London

Other: Laptop, travel expenses for charity visits, budget for sector events and conferences

️Interview process

1. Quick (less than 30 min) call with Tom to discuss the role and your background

2. First interview with Jess and co-founders-we'll want to hear about your charity sector experience and sales track record

3. Long (3-4 hour), quite intense, in-person interview:

4. Reference calls

5. Decision

What we're really looking for: Someone who genuinely understands frontline charity work and can sell to it credibly. You need to be a strong salesperson who can build pipeline, run effective discovery, demo well, and close deals. The charity sector experience isn't just nice-to-have-it's what will make you credible and effective. If you've worked in organisations like Frontline or similar mission-driven environments and want to use that insight to win deals while still doing meaningful work, this could be perfect.