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Lighthouse is an AI-powered commercial strategy platform for hospitality, 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 join the Revenue team as an experienced sales hunter, owning complex, multi-stakeholder deal cycles from prospecting through close. This is a quota-carrying role with significant accountability for pipeline generation and revenue outcomes. You will build and execute a strategic territory plan targeting high-value and enterprise hotel accounts, maintaining 3x pipeline coverage and forecasting with discipline.
Key responsibilities include:
- Sourcing a meaningful share of your own pipeline through outbound sequences, ICP targeting, existing networks, and industry conferences (this is not an SDR-reliant role)
- Running a disciplined sales process using MEDDPICC to qualify and advance opportunities through complex deal cycles
- Leveraging AI-powered tools—Enablement Agent, Pre-Sales Agent, and Coaching Agent—to enhance call prep, discovery, positioning, and pipeline pattern recognition
- Becoming a hospitality expert, understanding commercial challenges around pricing, distribution, and business intelligence, and positioning Lighthouse's integrated platform as a replacement for fragmented point solutions
- Identifying expansion and upgrade opportunities within accounts and driving results beyond net-new business
- Representing Lighthouse at industry events and sharing competitive insights and best practices with the broader AE team
The role is fully remote and requires native Bahasa Indonesia fluency and fluent English. You will work alongside a global Revenue team of 150+ sales professionals across 24 countries in a collaborative, high-energy environment.
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
- Treat AI tools as a core part of your selling motion, not a novelty; adopt new tooling quickly
- Experience with MEDDPICC or similar qualification frameworks and demonstrated ability to use structured deal execution to drive 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 and willingness to prospect, follow up, and take accountability for results
