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Salary: USD 65,000 - 79,500 / annual
Lighthouse is an AI-powered commercial strategy platform for hospitality, backed by $370M in Series C funding with over $100M ARR. The company serves tens of thousands of hotels across 185 countries, including all top 15 global chains and thousands of independent properties.
You will own the full sales cycle for independent hotels—from prospecting through close. This is a hunter role with a quota and full accountability for pipeline generation and outcomes. You'll sell Lighthouse's comprehensive AI-driven suite designed for independent hotel operations, including Pricing Manager, Channel Manager, Reservation Manager, and Booking Engine. These tools help hoteliers automate manual tasks, replace guesswork with data-driven decisions, and drive up to 21% more revenue.
Key responsibilities:
- Build and execute a strategic territory plan to generate net-new pipeline; maintain 3x pipeline coverage and forecast honestly.
- Source a meaningful share of your own pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences (not SDR-reliant).
- Run a disciplined sales process using MEDDPICC to qualify and advance opportunities; use the AI Pre-Sales Agent to identify gaps before major calls.
- Leverage AI tools as a force multiplier: Enablement Agent for call prep and discovery frameworks; Coaching Agent to surface pipeline patterns and win-rate insights.
- Become an expert in the independent hotel market; understand unique challenges and position integrated solutions that replace fragmented point tools.
- Build trusted relationships with independent hotel owners and GMs by speaking their language and solving their problems.
- Identify 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 presence and expand your network.
You'll join a global Revenue team of 150+ sales professionals across 24 countries, working 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.
- 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.
- 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 are not okay with a bad quarter.
