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Lighthouse is an AI-powered commercial strategy platform for hospitality, serving 85,000+ users across 185 countries. With $370M in Series C funding and $100M+ ARR, the company is scaling rapidly with 850+ employees globally.
You will own the full sales cycle as an Account Executive, carrying a quota and building your own pipeline. This is a hunter role focused on two markets: opening net-new accounts that fit the ideal customer profile, and expanding low-adoption existing customers into full-platform users. You will target hotels, chains, and hospitality groups, positioning Lighthouse's integrated commercial platform as a replacement for fragmented point solutions.
Key responsibilities include:
- Building and executing a strategic territory plan with 3x pipeline coverage and honest forecasting
- Running AI-first cold outbound prospecting into ideal customer profile accounts (core of the role, not supplementary)
- Identifying and expanding single-product customers into full-platform accounts through structured sales cycles
- Treating every opportunity as a platform deal, qualifying for full scope early and bringing all stakeholders into the conversation
- Using MEDDPICC to qualify and advance opportunities with discipline and evidence
- Leveraging AI agents (Enablement, Pre-Sales, Coaching) to handle research, sequencing, and pattern recognition, freeing your time for relationship-building and closing
- Becoming a hospitality expert: understanding commercial challenges in pricing, distribution, and business intelligence
- Building trust with buyers over video, phone, and email through sharp preparation and clear follow-through
- Partnering with Product to share market feedback and representing Lighthouse at industry events
You will join a global Revenue team of 150+ sales professionals across 24 countries. The Acquisition team opens new revenue that the rest of the company grows. This is a collaborative, high-energy environment with real opportunities for career growth.
REQUIREMENTS:
- 2–5 years in a closing sales role; SaaS experience is required, but hunger and skill matter more than industry tenure
- Hunter by instinct: you prospect cold, get past no, and prefer building your own pipeline
- Working proficiency or fluency in Spanish (required)
- Big-deal mindset: you have turned small openings into larger, multi-product sales and know how to qualify 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; you 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
- Experience with MEDDPICC or similar qualification frameworks is a plus, not required; what matters is discipline and structure
- Strong business acumen; sell on value, not price; confident engaging stakeholders from GMs to C-suite
- Competitive drive: you want to win, celebrate wins loudly, prospect even when it's harder, follow up one more time, and won't accept a bad quarter
