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Lighthouse is an AI-powered commercial intelligence platform for the hospitality industry, serving 85,000+ users across 185 countries. The company has raised $370M in Series C funding and generates over $100M in ARR, with 850+ employees across 35 countries.
You will lead the full commercial operation 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 direct involvement in enterprise deals and customer relationships.
Key Responsibilities:
- Own all commercial outcomes: new ARR, churn, retention, and account expansion for both markets
- Build and execute go-to-market strategy, set market priorities, drive pipeline coverage and forecast discipline
- Develop and refine the local commercial playbook based on market insights
- Lead enterprise sales conversations with hotel groups and chains; stay hands-on with strategic deals
- Represent Lighthouse externally at customer meetings, industry events, and conferences
- Lead Account Management outcomes across adoption, renewals, churn, and expansion
- Build, hire, coach, and develop Sales and Account Management teams
- Maintain reliable quarterly forecasting and run the business by the numbers
- 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
Requirements:
- 8+ years of SaaS leadership experience, including both new-business sales and Account Management
- Commercially sharp and data-driven; strong understanding of 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 executing tactically
- Experience working cross-functionally in international or cross-border environments
- Entrepreneurial, proactive, and reliable; able to create roadmaps and execute in fast-moving, ambiguous environments
- AI-native; actively uses AI to improve forecasting, reporting, preparation, business cases, and team productivity
- Native fluency in Japanese and professional fluency in English with clear, concise communication
- 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
