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Lighthouse is an AI-powered commercial intelligence 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.
As a Technical Account Manager, you will be a senior commercially-oriented technical advisor within the Revenue team, managing a portfolio of complex, high-value accounts. This role combines deep product expertise with commercial acumen and proactive account management.
Key Responsibilities:
Strategic Account Management: Own the technical relationship across a portfolio of complex managed accounts. Partner closely with Account Executives on account strategy, retention, expansion, and renewal planning. Proactively identify adoption gaps, technical risks, expansion opportunities, and churn signals. Provide usage, adoption, ROI, and technical insights to support renewals and commercial conversations. Lead or contribute to QBRs, adoption reviews, renewal preparation, and executive customer engagements.
Product & Technical Expertise: Serve as a senior subject-matter expert across Lighthouse products, integrations, data, and AI capabilities. Understand BI data structures, market codes, OTB vs. Actuals, and common data-quality issues. Demonstrate strong knowledge of Connect AI, PMS/OTA connectivity, Rate Insight & Parity, The Hotels Network, Market Insight, and Ernest/Revenue Agent. Understand APIs, data flows, PMS/channel integrations, and common integration failure points well enough to scope, diagnose, and explain complex scenarios.
Customer Adoption & Value Realization: Build account-specific adoption plans that connect Lighthouse capabilities to customer business outcomes. Drive sustained adoption of core products, advanced functionality, and AI capabilities. Lead best-practice sessions, technical value reviews, and targeted adoption engagements. Monitor adoption milestones and proactively intervene when customers are not realizing expected value.
AI-First Account Management: Actively drive adoption of Ernest/Revenue Agent and other AI capabilities across the portfolio. Use Claude, Gemini, and Lighthouse AI tools daily to improve account analysis, preparation, communication, and prioritization. Translate AI capabilities into practical customer use cases and measurable outcomes.
Cross-Functional Leadership: Act as a senior bridge between Commercial, Customer Care, Engineering, Product, and customers. Bring structured customer feedback and product insights into internal teams. Coordinate complex technical engagements and ensure clear ownership and communication.
You'll join a global Revenue team of 150+ sales professionals across 24 countries in a collaborative, high-energy environment with real opportunities for career growth.
Requirements:
The posting does not explicitly state years of experience or formal educational requirements. However, the role requires: deep knowledge of Lighthouse product suite (Connect AI, PMS/OTA connectivity, Rate Insight & Parity, The Hotels Network, Market Insight, Ernest/Revenue Agent); strong understanding of BI data structures, market codes, OTB vs. Actuals, and data-quality issues; proficiency with APIs, data flows, and PMS/channel integrations; ability to diagnose and explain complex technical scenarios; experience with AI tools (Claude, Gemini) and ability to translate AI capabilities into customer use cases; strong commercial judgment and account management skills; and ability to work cross-functionally with engineering, product, and customer care teams.
