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Lighthouse is an AI-powered commercial strategy platform for hospitality, serving tens of thousands of hotels across 185 countries. With $370M in Series C funding and over $100M ARR, the company is scaling rapidly with 850+ employees globally.
You will own the full sales cycle for new customers in Eastern Europe, from cold outbound prospecting through close. This is a quota-carrying hunter role focused on two primary motions: (1) opening net-new accounts that fit the ideal customer profile, and (2) expanding low-adoption existing customers into full-platform users. You will target complex, multi-stakeholder deals and build the business case for the complete Lighthouse commercial platform rather than single modules.
Key responsibilities include:
- Building and executing a strategic territory plan with 3x pipeline coverage and honest forecasting
- Running AI-first cold outbound prospecting using Lighthouse's Enablement, Pre-Sales, and Coaching agents to handle research, sequencing, and pattern recognition
- Identifying and expanding low-adoption customers through structured sales cycles with discovery and business cases
- Qualifying opportunities for full platform scope early and bringing in all relevant stakeholders
- Using MEDDPICC or similar frameworks to advance deals through stage gates with evidence
- Becoming a hospitality expert on commercial challenges (pricing, distribution, business intelligence) and competitive positioning
- Building trust with buyers across video, phone, and email; representing Lighthouse at industry events
- Partnering with Product to share market feedback and influence the roadmap
You will join a global Revenue team of 150+ sales professionals across 24 countries. The Acquisition team focuses on opening new accounts that the rest of the company grows. The role emphasizes collaboration, high energy, and real career growth opportunities.
REQUIREMENTS:
- 2–5 years in a closing sales role; SaaS experience is required, but hunger and skill matter more than industry tenure
- Hunter instinct: comfortable with cold prospecting, getting past objections, and building your own pipeline
- Big-deal mindset: proven ability to turn small openings into larger, multi-product sales while qualifying for full scope without stalling
- 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 core to your selling motion, not a novelty; adopt new tooling quickly and expect AI to handle research and sequencing
- Fantastic communicator who builds trust with people you've never met in person, from GMs to C-suite, and keeps multiple stakeholders aligned through longer cycles
- MEDDPICC or similar qualification framework experience is a plus, not required; what matters is discipline and structure
- Exceptional command of English language
- Strong business acumen; confident selling on value, not price; able to engage stakeholders from GMs to C-suite
- Competitive drive: you celebrate wins, prospect even when it's harder, follow up persistently, and won't accept a bad quarter
- Nice to have: working proficiency or fluency in Czech
