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Lighthouse is a Series C-funded AI platform ($370M raised, $100M+ ARR) transforming commercial strategy for the hospitality industry. The company serves 85,000+ users across 185 countries, including all top 15 global hotel chains.
You will own the full sales cycle as a Business Development Manager, carrying a quota and building your own pipeline of net-new hotel clients. This is a hunter role focused on prospecting, discovery, and closing deals with hotel groups, chains, and independent properties.
Key responsibilities:
- Build and execute a strategic territory plan with 3x pipeline coverage
- Source meaningful pipeline through outbound sequences, ICP targeting, industry events, and conferences (not SDR-reliant)
- Run disciplined sales process using MEDDPICC methodology
- Leverage AI-powered tools: Enablement Agent for call prep, Pre-Sales Agent for gap identification, Coaching Agent for pipeline pattern analysis
- Develop hospitality expertise across pricing, distribution, and business intelligence
- Position Lighthouse's integrated platform against fragmented point solutions
- Identify expansion and upgrade opportunities within accounts
- Represent Lighthouse at industry events and partner with Product on market feedback
You'll join a global Revenue team of 150+ sales professionals across 24 countries in a collaborative, high-energy environment with real career growth opportunities.
Required qualifications:
- 1–3 years in a closing sales role plus 4–5 years total sales experience
- Self-directed, coachable, and driven to continuously improve
- Comfortable adopting AI tools as core to selling motion
- Strong business acumen; ability to sell on value, not price
- Confident engaging stakeholders from GMs to C-suite
- MEDDPICC or similar qualification framework experience is a plus
Hospitality and SaaS experience welcome but hunger and skill matter more than industry tenure. The company offers flexible time off, career development workshops, and referral bonuses.
