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Salary: USD 65,000 - 79,500 / annual
Lighthouse is an AI-powered commercial strategy platform for hospitality, serving tens of thousands of hotels across 185 countries. With $370M in Series C funding and over $100M ARR, the company is scaling rapidly with 850+ employees globally.
As an Account Manager, you will own a portfolio of approximately 80 mid-market Tier 2 accounts valued at $20K–$150K ARR. You will be the primary point of contact, building multi-threaded stakeholder relationships while driving renewals, retention, and expansion. The role combines strong product knowledge, commercial judgment, and technical fluency to deliver measurable customer outcomes.
Key responsibilities include:
• Build and execute account plans integrating product and AI adoption roadmaps, prioritized by revenue at risk and expansion potential
• Conduct two annual business reviews per account, analyzing usage, adoption, and ROI data from Lighthouse products and tools like Salesforce, Looker, and Gainsight
• Develop strong relationships across day-to-day users, commercial leaders, and economic buyers to ensure account resilience
• Own the renewal process end-to-end: interpret usage metrics, adoption signals, and ROI indicators to ensure timely contract execution
• Identify and drive expansion opportunities—upsell, cross-sell, multi-property deals—using product engagement signals as commercial triggers
• Drive AI product adoption by building per-account adoption roadmaps and monitoring milestones
• Deliver structured training sessions on platform utilization and AI workflow adoption
• Develop fluency across Ernest, Connect AI, Pricing, Performance, Direct Plans, and other Lighthouse solutions
• Guide customers through data models, market code mapping, OTB vs. Actuals, and integrations (PMS, data feeds, APIs)
• Partner cross-functionally with Product, Support, Implementation, Sales, Customer Care, and Engineering
• Maintain complete account health visibility in Gainsight and Salesforce; track support history in Intercom and Jira
• Work at scale by building repeatable plays, templates, and outreach motions
• Deliver against key metrics: NRR, GRR, expansion revenue, renewal rate, business review completion, Customer Health Score, NPS, product adoption, and portfolio coverage
You will join a dynamic Revenue team of 150+ sales professionals across 24 countries, with opportunities for growth and career development in a fast-scaling organization.
