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Lighthouse is an AI-powered commercial strategy platform for hospitality, serving 85,000+ users across 185 countries and backed by $370M in Series C funding with $100M+ ARR. You'll join the global Revenue team (150+ sales professionals across 24 countries) as an Account Executive focused on the Indonesia market.
In this role, you own complex, multi-stakeholder deal cycles from prospecting to close. You carry a significant quota and build your own pipeline with full accountability for outcomes. This is a hunter role with no excuses—results matter.
Key responsibilities:
- Own your territory and number: Build and execute a strategic territory plan targeting high-value and enterprise hotel accounts. Maintain 3x pipeline coverage, forecast honestly, and take full accountability for results.
- Hunt and build pipeline: Source a meaningful share of your own pipeline through outbound sequences, ICP targeting, your existing network, Lighthouse Connect events, and industry conferences. This is not an SDR-reliant role.
- Run a disciplined sales process: Use MEDDPICC to qualify and advance opportunities. Navigate complex deal cycles with multiple stakeholders and longer timelines. Advance deals through stage gates with evidence, not optimism.
- Leverage AI as a force multiplier: Use Enablement, Pre-Sales, and Coaching AI agents for call prep, discovery frameworks, positioning, and pipeline pattern recognition. AI handles prep and sequencing so you focus on relationships, discovery, and closing.
- Become a hospitality expert: Understand commercial challenges hotels face across pricing, distribution, and business intelligence. Position Lighthouse's integrated platform as the solution replacing fragmented point tools. Know the competitive landscape and run value-based ROI conversations.
- Drive results beyond net-new: Meet and exceed sales targets through new business and expansion/upgrade opportunities within accounts. Partner with Product to share market feedback. Represent Lighthouse at industry events.
- Elevate the team: Share 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: You won't do it alone. Lighthouse deploys agent AI infrastructure alongside a modern revenue stack, handling prep, sequencing, and pattern recognition so you can focus on what matters—building relationships, running sharp discovery, and closing deals.
Requirements:
- 5+ 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 and ability to demonstrate how structured deal execution has driven your results.
- 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. You follow up one more time. You're not okay with a bad quarter.
- Native Bahasa Indonesia speaker, fluent in English.
