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Lighthouse is a Series C AI-powered commercial strategy platform for hospitality, serving 85,000+ users across 185 countries and every top 15 global hotel chain. With $370M in funding and $100M+ ARR, the company is scaling rapidly with 850+ employees across 35 countries.
You will join the global Revenue team (150+ sales professionals across 24 countries) as a senior Account Executive, owning complex, multi-stakeholder deal cycles from prospecting through close. This is a hunter role with significant quota accountability and full ownership of territory and pipeline.
Key responsibilities:
• Own your territory and quota: Build and execute a strategic territory plan targeting high-value and enterprise accounts. Maintain 3x pipeline coverage, forecast honestly, and take full accountability for results.
• Hunt and build pipeline: Source a meaningful share of your own pipeline through outbound sequences, ICP targeting, existing network activation, Lighthouse Connect events, and industry conferences. This is not an SDR-reliant role.
• Run disciplined sales process: Use MEDDPICC to qualify and advance opportunities. Navigate complex deal cycles with multiple stakeholders and longer timelines. Advance deals through stage gates with evidence, not optimism.
• Leverage AI as force multiplier: Use Enablement Agent for call prep and discovery frameworks, Coaching Agent to surface pipeline patterns and win-rate insights, and Pre-Sales Agent to identify gaps before major calls. Push back on tools when wrong to help make the system smarter.
• Become hospitality expert: Understand commercial challenges hotels face across pricing, distribution, and business intelligence. Position Lighthouse's full platform as integrated solution replacing fragmented point tools. Know competitive landscape and run value-based ROI conversations.
• Drive results beyond net-new: Consistently meet and exceed sales targets through new business and expansion/upgrade opportunities within accounts. Partner with Product to share market feedback. Represent Lighthouse at industry events.
• Elevate the team: Share deal strategies, competitive insights, and best practices with broader AE team. Informally mentor newer reps and contribute to playbooks and enablement content. Leadership expected without direct management responsibility.
The role offers flexible working (remote or global offices), comprehensive AXA health insurance, flexible time off, competitive compensation, career development workshops, and additional benefits including subsidized ClassPass and enhanced maternity leave compensation.
REQUIREMENTS:
• 3+ years in a closing sales role with consistent track record of hitting or exceeding quota
• SaaS experience essential; hospitality tech a strong advantage
• Self-directed, coachable, and driven to continuously improve; seek feedback and act on it within next deal
• Treat AI tools as core part of selling motion, not novelty; adopt new tooling quickly
• Experience with MEDDPICC or similar qualification frameworks; demonstrate how structured deal execution drove results
• Strong business acumen; sell on value, not price; confident engaging GMs to C-suite; navigate complex buying committees
• Competitive drive: prospect when easier not to, follow up persistently, not okay with bad quarters
