Responsibilities
- You’ll be the face of Lighthouse for prospective clients, owning the full sales cycle from prospecting to close. This is a hunter role: you carry a quota, you build your own pipeline, and you’re accountable to outcomes and success. No excuses, just results.
- Own your territory and your number. Build and execute a strategic territory plan to generate a net-new pipeline. Maintain 3x pipeline coverage, forecast honestly, and take full accountability for your results. Your quota is your commitment.
- Hunt and build a pipeline. 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.
- Run a disciplined sales process. Using MEDDPICC to qualify and advance opportunities. Use the AI Pre-Sales Agent to identify gaps before every major call. Advance deals through stage gates with evidence, not optimism. Leverage AI to make your days easier and focus on more selling time. Use AI as a force multiplier.
- Become a hospitality expert. Understand the commercial challenges hotels face across pricing, distribution, and business intelligence. Position Lighthouse’s full platform as the integrated solution that replaces fragmented point tools. Know the competitive landscape inside out and run value-based ROI conversations confidently.
- Drive results beyond net-new. Consistently meet and exceed sales targets through new business and by identifying expansion and upgrade opportunities within your accounts.
- Partner with Product to share market feedback and influence the roadmap. Represent Lighthouse at industry events to build the brand and your network.
Requirements
- 2–5 years in a closing sales role
- Self-directed, coachable, and driven to continuously improve.
- You seek feedback on your calls, your pipeline, and your positioning — and act on it within the next deal, not the next quarter.
- You treat AI tools as a core part of your selling motion, not a novelty.
- You adopt new tooling quickly and bend it to your style.
- Strong business acumen with the ability to sell on value, not price.
- Confident engaging stakeholders from GMs to C-suite.
- You are fluent in written and spoken English and Mandarin.
Nice to Have
- Hospitality and SaaS experience are very welcome but hunger and skill matters more than industry tenure.
- Experience with MEDDPICC or similar qualification frameworks is a plus, not a requirement.
Benefits
- Flexible time off: Autonomy to manage your work-life balance.
- Career development: Workshops, frameworks, and training to maximize your professional potential.
- Impactful work: Shape products relied on by 85,000+ users worldwide.
- Referral bonuses: Earn rewards for bringing in new talent.
Team
Team size: 150+. Structure: global Revenue team of 150+ sales professionals across 24 countries
