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Lighthouse is an AI-powered commercial strategy platform for hospitality, serving tens of thousands of hotels across 185 countries. With $370M in Series C funding and $100M+ ARR, the company is scaling rapidly across 850+ employees in 35 countries.
You will lead the APAC sales team as a player-coach, accountable for hitting quota quarter after quarter. This role combines hands-on deal execution with team leadership and coaching. You'll build growth plans with each rep, run accurate forecasts, step into key deals, and coach your team to execute with discipline using MEDDPICC methodology.
Key responsibilities include:
- Own the team's revenue number and set targets with each rep
- Run weekly forecast calls that deliver accurate monthly and quarterly numbers
- Work side-by-side with reps on deal execution, bringing market knowledge and product expertise to demos and prospect calls
- Drive pipeline development and partner with marketing on lead generation
- Leverage AI coaching agents to surface patterns in pipeline, win rates, and rep performance
- Recruit, hire, and onboard top talent; run weekly one-on-ones and development plans
- Spot underperforming reps early and turn them around; run performance improvement plans objectively
- Fix broken processes by partnering with Sales Operations, Marketing, Product, and Customer Success
- Embody and promote Lighthouse values across the team
Lighthouse is deploying agent AI infrastructure (Enablement, Pre-Sales, and Coaching agents) alongside a modern revenue stack, so AI handles prep and pattern recognition while you focus on coaching, deal strategy, and team building.
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:**
- 5+ years as a sales manager leading at least 6 reps (AE/BDM), with proven track record of setting targets and getting your team to quota
- Carried a number yourself as a rep and consistently hit it
- Leader who coaches, mentors, and motivates; holds standards and communicates with clarity
- Experience working in international, multi-market environments
- Hands-on with Salesforce or other CRM systems and sales tools; sharp analytical skills; ability to see forecast risk early
- Strong business and people skills: planning, presentation, sales
- Treat AI as part of how you lead; adopt new tools fast and challenge them when wrong
- Selling into hospitality and SaaS is a strong plus
- Fluent in written and spoken English
