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About the Role
Lighthouse is seeking a senior sales professional to join their Revenue Team. This role involves owning complex, multi-stakeholder deal cycles from prospecting to close, carrying a significant quota, and building your own pipeline. You will leverage AI-powered tools to enhance your sales motion, focusing on building relationships, running discovery, and closing deals.
Responsibilities
- Own your territory and sales targets, building and executing a strategic territory plan.
- Source pipeline through outbound sequences, ICP targeting, existing network, and industry events.
- Execute a disciplined sales process using MEDDPICC and AI Pre-Sales Agent.
- Leverage AI Enablement and Coaching Agents for call preparation, discovery, and pipeline analysis.
- Develop expertise in hospitality commercial challenges and position Lighthouse's platform.
- Meet and exceed sales targets through new business and expansion opportunities.
- Share market feedback with the Product team and influence the roadmap.
- Represent Lighthouse at industry events.
- Share deal strategies and best practices with the AE team.
- Informally mentor newer representatives and contribute to enablement content.
Requirements
- 5+ years in a closing sales role with a consistent track record of hitting or exceeding quota.
- SaaS experience is essential.
- Hospitality tech experience is a strong advantage.
- Self-directed, coachable, and driven to continuously improve.
- Ability to adopt and utilize AI tools as a core part of the selling motion.
- Experience with MEDDPICC or similar qualification frameworks.
- Strong business acumen with the ability to sell on value, not price.
- Confident engaging stakeholders from GMs to C-suite.
- Ability to navigate complex buying committees.
- A strong desire to win and achieve results.
Skills
- Sales
- Prospecting
- Deal Closing
- Pipeline Management
- Territory Planning
- Outbound Sales
- MEDDPICC
- AI Tool Utilization
- Relationship Building
- Discovery Calls
- Value Selling
- Business Acumen
- Stakeholder Engagement
- Cross-functional Collaboration
Location
- United Kingdom
Work Type
- Full-Time
- Remote
Experience Level
- Senior
Salary/Compensations
- Competitive compensation: Proactively maintained to value your work.
Benefits
- Flexible working environment
- Comprehensive health insurance
- Flexible time off
- Collaborative team environment
- Career development opportunities
- Impactful work
- Wellbeing support (Subsidized ClassPass)
- Referral bonuses
- Additional maternity leave compensation
About the Company
- Lighthouse is revolutionizing commercial strategy in the hospitality industry with its AI platform.
- They utilize the world's largest hotel data network to provide real-time intelligence.
- The company has secured $370M in Series C funding and has over $100M in ARR.
- Lighthouse has over 850 employees across 35 countries.
- Tens of thousands of hotels in 185 countries trust Lighthouse, including all of the top 15 global chains.
- Lighthouse fosters a collaborative and customer-centric environment guided by values of pursuit of greatness, meaningful work, and elevating each other.
- They are described as a community that works hard together to revolutionize the hospitality sector.
Equal Opportunity
- Lighthouse is committed to fostering a diverse and inclusive workplace that values equal opportunity for all.
- They welcome candidates from all backgrounds, regardless of age, gender, race, religion, sexual orientation, and disability.
- Their commitment to equality is part of their culture.
- Reasonable accommodation is available during the application or interview process.
- They encourage individuals with diverse backgrounds and unique skill sets to apply, especially if they are passionate and quick learners.