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Salary: USD 80,000 - 94,000 / annual
Lighthouse is a hospitality AI platform that transforms hotel data into real-time commercial intelligence. The company has raised $370M in Series C funding, generates over $100M in ARR, and serves tens of thousands of hotels across 185 countries, including all top 15 global chains.
You will own the full sales cycle for Lighthouse's Business Intelligence solutions, from prospecting through close. This is a hunter role with quota accountability. You'll build and execute a strategic territory plan, generate net-new pipeline, and maintain 3x pipeline coverage. The role emphasizes self-directed prospecting—you source a meaningful share of your own pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences. This is not SDR-reliant.
You'll run a disciplined sales process using MEDDPICC methodology, leveraging AI-powered tools (Enablement Agent, Pre-Sales Agent, Coaching Agent) to enhance your selling motion. These tools handle prep, sequencing, and pattern recognition so you can focus on relationship-building, discovery, and demonstrating platform value. You'll advance deals with evidence, protect pricing on value, and forecast with precision.
Key responsibilities include: owning your territory and number; hunting and building pipeline through outbound and event-based prospecting; running disciplined sales processes with stage-gate advancement; using AI as a force multiplier for call prep and coaching; becoming a hospitality expert in revenue management workflows; driving results through new business and account expansion; partnering with Product on market feedback; and representing 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.
Benefits include flexible time off, 401k matching (up to 4%), health insurance (99% company contribution to base plan), vision and dental coverage, Employee Assistance Program, employer-paid short-term disability and $50,000 life insurance, 12 weeks paid primary caregiver leave, subsidized ClassPass, and referral bonuses.
Requirements:
- 2–4 years in a closing sales role; SaaS experience is required
- Self-directed, coachable, and driven to continuously improve
- Proven ability to navigate multi-threaded deals and secure buy-in from diverse decision-makers
- Strong business acumen with ability to sell on value, not price
- Comfortable with software navigation and leading product demonstrations and discovery calls
- Proficiency with MEDDPICC sales methodology
- Ability to engage stakeholders from GMs to C-suite
- Willingness to prospect actively and follow up persistently
- Quick adoption of new tools and AI-enabled selling motions
- Hospitality or revenue management domain knowledge is a plus but not required
