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Lighthouse is an AI-powered commercial strategy platform for hospitality, serving tens of thousands of hotels across 185 countries, including every top 15 global chain. With $370M in Series C funding and over $100M ARR, the company is scaling rapidly across 850+ employees in 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 execution.
Key responsibilities:
- Build and execute strategic territory plans targeting high-value and enterprise hotel accounts, maintaining 3x pipeline coverage and forecasting honestly
- Source a meaningful share of pipeline through outbound sequences, ICP targeting, existing networks, Lighthouse Connect events, and industry conferences—this is not SDR-reliant
- Run disciplined sales processes using MEDDPICC qualification framework, leveraging AI Pre-Sales Agent to identify gaps before major calls
- Navigate complex deal cycles with multiple stakeholders and longer sales timelines, advancing deals through stage gates with evidence
- Use AI Enablement and Coaching Agents as force multipliers for call prep, discovery frameworks, positioning, and pipeline pattern analysis
- Develop deep hospitality expertise across pricing, distribution, and business intelligence; position Lighthouse's integrated platform against fragmented point solutions
- Identify expansion and upgrade opportunities within accounts; partner with Product to share market feedback
- Represent Lighthouse at industry events to build brand and network
- Mentor newer reps informally and contribute to playbooks and enablement content, elevating the broader AE team
The role is fully remote but based in the Madrid, Spain office region. You'll work alongside experienced leaders in a collaborative, high-energy environment with real career growth opportunities.
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 on calls, pipeline, and positioning and act on it within the next deal
- Treat AI tools as core part of selling motion, not novelty; adopt new tooling quickly and adapt to your style
- Experience with MEDDPICC or similar qualification frameworks; demonstrate how structured deal execution has driven results
- Strong business acumen; sell on value, not price; confident engaging stakeholders from GMs to C-suite and navigating complex buying committees
- Competitive drive: prospect when easier not to, follow up one more time, not okay with a bad quarter
