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Lighthouse is an AI-powered commercial strategy platform for hospitality, serving 85,000+ users across 185 countries. With $370M in Series C funding and $100M+ ARR, the company is scaling rapidly with 850+ employees across 35 countries.
You will own the full sales cycle for prospective hotel clients in Malaysia, from prospecting through close. This is a quota-carrying hunter role where you build your own pipeline and are accountable for outcomes. You will not work alone—Lighthouse deploys AI agents for enablement, pre-sales support, and coaching alongside a modern revenue stack. AI handles prep, sequencing, and pattern recognition so you can focus on relationship-building, discovery, and closing deals.
Key responsibilities include:
- Own your territory and sales number: build a strategic territory plan, generate net-new pipeline, maintain 3x pipeline coverage, and forecast with accountability.
- Hunt and build pipeline: source a meaningful share through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences (not SDR-reliant).
- Run a disciplined sales process using MEDDPICC to qualify and advance opportunities; use the AI Pre-Sales Agent to identify gaps before major calls.
- Leverage AI as a force multiplier: use the Enablement Agent for call prep and discovery frameworks; use the Coaching Agent to surface pipeline patterns and win-rate insights.
- Become a hospitality expert: understand revenue management workflows well enough to run ROI conversations independently; position an integrated platform versus point solutions; know the competitive landscape.
- 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.
You'll join a global Revenue team of 150+ sales professionals across 24 countries, working in a collaborative, high-energy environment with real opportunities for career growth.
Requirements:
- 2–5 years in a closing sales role; SaaS experience is required, but hunger and skill matter more than industry tenure.
- 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 and adapt it to your style.
- Experience with MEDDPICC or similar qualification frameworks is a plus; what matters is discipline and structure in deal execution.
- Strong business acumen with the ability to sell on value, not price; confident engaging stakeholders from GMs to C-suite.
- Competitive drive: you prospect when it would be easier not to, follow up one more time, and are not okay with a bad quarter.
- Native Bahasa speaker with exceptional command of English.
