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Salary: USD 80,000 - 94,000 / annual
Lighthouse is an AI-powered commercial strategy platform for the hospitality industry, serving tens of thousands of hotels across 185 countries. With $370M in Series C funding and over $100M in ARR, the company is scaling rapidly with 850+ employees across 35 countries.
You will join the Revenue team as an Account Executive focused on selling Lighthouse's Business Intelligence (BI) solutions. This is a hunter role with full quota accountability. You will own the complete sales cycle from prospecting through close, building and executing a strategic territory plan to generate net-new pipeline.
Key responsibilities include:
- Own your territory and quota. Build a strategic territory plan with 3x pipeline coverage, forecast honestly, and take full accountability for results.
- Hunt and build pipeline. Source a meaningful share of your own pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences. This is not an SDR-reliant role.
- Run a disciplined sales process using MEDDPICC methodology to qualify and advance opportunities with evidence, not optimism.
- Leverage AI as a force multiplier. Use Enablement, Pre-Sales, and Coaching agents for call prep, discovery frameworks, positioning, and pipeline pattern analysis. The AI infrastructure handles prep and sequencing so you can focus on relationship-building and discovery.
- Become a hospitality expert. Understand revenue management workflows well enough to run ROI conversations independently. Position integrated platform solutions versus point solutions and know the competitive landscape.
- Drive results beyond net-new. Identify expansion and upgrade opportunities within accounts. Partner with Product to share market feedback and influence the roadmap. Represent Lighthouse at industry events.
You'll join a global Revenue team of 150+ sales professionals across 24 countries. The BI team is a supportive, driven group with real opportunities for career growth and mentorship from experienced leaders.
Requirements:
- 2–4 years in a closing sales role; SaaS experience is required, but hunger and skill matter more than industry tenure.
- Self-directed, coachable, and driven to continuously improve. You seek feedback on calls, pipeline, and positioning and act on it within the next deal.
- Treat AI tools as a core part of your selling motion, not a novelty. Adopt new tooling quickly and adapt it to your style.
- Successfully navigated multi-threaded deals by securing buy-in from diverse decision-makers, keeping deal cycles focused on strategic ROI, and forecasting with precision.
- Comfortable navigating software and leading compelling product demonstrations and discovery calls.
- Work with MEDDPICC to support high-quality deal execution, advance deals with evidence, protect pricing on value, and forecast with precision.
- Strong business acumen with ability to sell on value, not price. Confident engaging stakeholders from GMs to C-suite.
- Competitive drive. You prospect when it would be easier not to, follow up one more time, and are not okay with a bad quarter.
