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Lighthouse is a Series C-funded AI platform revolutionizing commercial strategy for the hospitality industry. With $370M in funding and $100M+ ARR, the company serves tens of thousands of hotels across 185 countries, including all top 15 global chains.
You will join the global Revenue team (150+ sales professionals across 24 countries) as a senior Account Executive based in Barcelona, reporting into the Revenue organization. This is a hunter role with full quota accountability and territory ownership.
Key Responsibilities:
• Own a strategic territory targeting high-value and enterprise hotel accounts. Build and execute a territory plan, maintain 3x pipeline coverage, forecast honestly, and take full accountability for results.
• 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 a disciplined sales process using MEDDPICC to qualify and advance opportunities through complex, multi-stakeholder deal cycles. 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, discovery frameworks, and positioning; use the Coaching Agent to surface pipeline patterns and win-rate insights. Push back on tools when wrong to help make the system smarter.
• Become a hospitality expert. Understand commercial challenges hotels face across pricing, distribution, and business intelligence. Position Lighthouse's full platform as an integrated solution replacing fragmented point tools. Run value-based ROI conversations confidently.
• 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.
• Elevate the team by sharing deal strategies, competitive insights, and best practices with the broader AE team. Informally mentor newer reps and contribute to playbooks and enablement content. Leadership is expected, though this is not a management role.
What Makes This Different:
Lighthouse deploys an agent AI infrastructure—Enablement, Pre-Sales, and Coaching agents—alongside a modern revenue stack. AI handles prep, sequencing, and pattern recognition so you focus on building relationships, running sharp discovery, and closing deals.
Requirements:
• 3+ years in a closing sales role with a consistent track record of hitting or exceeding quota. SaaS experience is essential; hospitality tech is a strong advantage.
• 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 bend it to your style.
• Experience with MEDDPICC or similar qualification frameworks, with demonstrated results from structured deal execution.
• Strong business acumen with ability to sell on value, not price. Confident engaging stakeholders from GMs to C-suite and navigating complex buying committees.
• Competitive drive: you prospect when it would be easier not to, follow up one more time, and are not okay with a bad quarter.
