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Lighthouse is an AI-powered commercial strategy platform for hospitality, trusted by 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, with 850+ employees across 35 countries.
You will join the global Revenue team (150+ sales professionals across 24 countries) as a Business Development Manager based in Kuala Lumpur, Malaysia, in a hybrid arrangement. This is a full-cycle closing sales role with a quota and territory ownership.
Key Responsibilities:
- Own a defined territory and build a strategic territory plan to generate net-new pipeline, maintaining 3x pipeline coverage and forecasting with precision.
- Source a meaningful share of your own pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences. This is not an SDR-reliant role; you are expected to hunt.
- Run a disciplined sales process using MEDDPICC qualification methodology to advance opportunities through stage gates with evidence.
- Leverage AI infrastructure (Enablement Agent, Pre-Sales Agent, Coaching Agent) to prepare for calls, identify gaps, surface pipeline patterns, and improve win rates.
- Become a hospitality expert: understand revenue management workflows well enough to run ROI conversations independently and position the integrated platform against point solutions.
- Drive results beyond net-new business by identifying expansion and upgrade opportunities within accounts.
- Partner with Product to share market feedback and influence the roadmap.
- Represent Lighthouse at industry events to build brand presence.
You will work in a collaborative, high-energy environment with real opportunities for career growth and mentorship from experienced leaders. The role emphasizes modern sales tooling, structured methodology, and AI as a force multiplier rather than a novelty.
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 and adopt new tooling quickly.
- 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.
- Native fluency in Bahasa Malaysia with exceptional command of English.
- Demonstrated drive to win: you prospect when it would be easier not to, follow up persistently, and are not okay with underperformance.
