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Salary: USD 65,000 - 79,500 / annual
Lighthouse is an AI-powered commercial strategy platform for hospitality, serving 85,000+ users across 185 countries. The company has raised $370M in Series C funding and generates over $100M in ARR, with 850+ employees across 35 countries.
You will own the full sales cycle for independent hotels in your territory, from prospecting through close. This is a quota-carrying hunter role where you build and manage your own pipeline, maintain 3x coverage, and take full accountability for results.
Key responsibilities:
- Build and execute a strategic territory plan to generate net-new pipeline through outbound sequences, ICP targeting, industry events, and conferences. This is not an SDR-reliant role—you source a meaningful share of your own deals.
- Run a disciplined sales process using MEDDPICC to qualify and advance opportunities. Use AI Pre-Sales Agent to identify gaps before major calls and advance deals through stage gates with evidence.
- Leverage AI as a force multiplier: use the Enablement Agent for call prep and discovery frameworks, and the Coaching Agent to surface pipeline patterns and win-rate insights. Push back on tools when wrong to help the system improve.
- Become an expert in the independent hotel market. Understand unique challenges independent hoteliers face and position the Lighthouse Indy product suite—Pricing Manager, Channel Manager, Reservation Manager, and Booking Engine—as an integrated solution replacing fragmented point tools.
- Build trusted relationships with independent hotel owners and GMs by speaking their language and solving their problems. Help them replace manual guesswork with automated pricing and reservation management to drive up to 21% more revenue.
- Drive results beyond net-new by identifying expansion and upgrade opportunities within accounts. Partner with Product to share market feedback and influence the roadmap. Represent Lighthouse at industry events to build brand and network.
You'll join a global Revenue team of 150+ sales professionals across 24 countries focused on expanding Lighthouse's presence in the independent hotel market. You'll work closely with SDRs, product specialists, and regional leaders in a collaborative environment that rewards initiative and offers real career growth.
Requirements:
- 2+ years in a closing sales role; SaaS experience is a must, but hunger and skill matter more than industry tenure.
- Fully fluent in English and Spanish (written and verbal).
- Self-directed, coachable, and driven to continuously improve. You seek feedback on calls, pipeline, and positioning—and act on it within the next deal, not the next quarter.
- Treat AI tools as a core part of your selling motion, not a novelty. Adopt new tooling quickly and adapt it to your style.
- Experience with MEDDPICC or similar qualification frameworks is a plus, not required. What matters is discipline and structure in deal management.
- Strong business acumen with ability to sell on value, not price. Confident engaging stakeholders from GMs to C-suite.
- Competitive drive: you prospect when easier not to, follow up one more time, and won't accept a bad quarter.
