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Lighthouse is an AI-powered commercial intelligence platform for hospitality, serving tens of thousands of hotels across 185 countries, including all top 15 global chains. The company has raised $370M in Series C funding and generates over $100M in ARR.
You will lead the full commercial outcome for Japan and Korea (with initial focus ~80% on Japan), reporting to the VP, APAC. This is a hands-on director role combining strategic leadership with active participation in enterprise sales and customer relationships.
Key Responsibilities:
- Own new business ARR, churn, retention, and account expansion across both markets
- Build and execute the go-to-market strategy, set market priorities, drive pipeline coverage and forecast discipline
- Develop and refine the local commercial playbook based on market insights
- Stay hands-on with enterprise hotel groups and chains, joining key sales conversations and helping unlock complex opportunities
- Represent Lighthouse externally at customer meetings, industry events, and conferences
- Lead Account Management outcomes across adoption, renewals, churn, and expansion
- Hire, onboard, coach, and develop Sales and Account Management talent; raise performance and execution standards
- Use commercial and customer data to identify risks and opportunities; maintain reliable quarterly forecasting
- Partner cross-functionally with Product, Partnerships, Customer Success, Support, Marketing, Enablement, and Operations
- Identify market, product, integration, and partnership opportunities and translate them into recommendations for regional/global leadership
- Embed practical AI into forecasting, reporting, business cases, and team workflows
You'll join a global Revenue team of 150+ sales professionals across 24 countries in a collaborative, high-energy environment with real opportunities for career growth.
Requirements:
- 8+ years of SaaS leadership experience, including both new-business sales and Account Management
- Commercially sharp and data-driven; deep fluency with forecasting, pipeline coverage, churn, NRR, and expansion ARR
- Experienced enterprise seller with track record managing complex customers, buying groups, and large hotel groups or chains
- Strong SaaS and product fluency with technical depth to understand adoption data, account-health signals, integrations, PMS migrations, and incident root causes
- Proven people leader who coaches and develops both individual contributors and managers
- Strategic yet hands-on; able to think long-term while jumping into sales calls, renewals, or escalations
- Experience working cross-functionally across Product, Partnerships, Support, Operations, Marketing, Enablement, and Customer Success in international or cross-border environments
- Entrepreneurial, proactive, and reliable; able to create roadmaps and execute in fast-moving, ambiguous environments
- AI-native; actively use AI to improve forecasting, reporting, preparation, business cases, and team productivity
- Native fluency in Japanese and professional fluency in English; clear, concise communication and ability to influence stakeholders across international organizations
- Preferred: Hospitality, hospitality tech, travel tech, OTA, or enterprise SaaS experience; revenue management, BI, PMS, or related hospitality technology experience; experience managing multiple countries including Korea
