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About the Role

Lighthouse is seeking a commercial leader to own the full commercial outcome for Japan and Korea, focusing initially on Japan. This role involves driving new ARR through Sales and protecting/growing the existing customer base through Account Management. You will report to the VP, APAC and act as a hands-on commercial leader, strengthening pipeline and forecast discipline, coaching the team, supporting strategic deals, and building predictable execution.

Responsibilities

Own the full commercial outcome for Japan and Korea, with an initial focus of approximately 80% on Japan.
Win new ARR through Sales while protecting and growing the existing customer base through Account Management.
Strengthen pipeline and forecast discipline.
Coach the team, support strategic deals and customer escalations.
Build predictable execution across both markets.
Develop and continuously refine the local commercial playbook.
Surface market, product, integration and partnership opportunities, and turn them into clear recommendations and business cases for regional leadership.
Embed practical AI across the team to accelerate preparation, analysis, reporting and productivity.
Own new business ARR, churn, retention and account expansion across Japan and Korea.
Set clear market priorities, drive pipeline coverage and forecast discipline.
Stay hands-on with enterprise hotel groups and chains, joining key sales conversations and helping the team unlock complex opportunities.
Lead Account Management outcomes across adoption, renewals, churn and expansion.
Step in when strategic customer issues need senior ownership.
Hire, onboard, coach and develop Sales and Account Management talent.
Raise the bar on performance, ownership and execution.
Use commercial and customer data to identify risks, opportunities and investment needs, and maintain reliable quarterly forecasting.
Partner with Product, Partnerships, Customer Success, Support, Marketing, Enablement and Operations to improve the full commercial journey.
Identify market, product, integration and partnership opportunities and translate them into clear recommendations for regional and global leadership.
Embed practical AI into forecasting, reporting, business cases and team workflows.

Requirements

8+ years of SaaS leadership experience, including both new-business sales and Account Management.
Commercially sharp and data-driven, with expertise in forecasting, pipeline coverage, churn, NRR and expansion ARR.
Experienced enterprise seller with a track record of managing complex customers, buying groups, and large hotel groups, chains or similar organizations.
Strong SaaS and product fluency, with enough technical depth to understand adoption data, account-health signals, integrations, PMS migrations, and incident root causes.
Ability to engage credibly with customers and internal specialists.
Strong people leader skilled in coaching and developing both ICs and managers, and building a team that takes ownership.
Strategic thinker with the ability to develop long-term market strategies and be hands-on in sales calls, renewals, or escalations.
Experience working cross-functionally across Product, Partnerships, Support, Operations, Marketing, Enablement, and Customer Success in an international or cross-border environment.
Entrepreneurial, proactive, and reliable approach with the ability to create a roadmap and execute in a fast-moving, ambiguous environment.
AI-native, actively using AI to improve forecasting, reporting, preparation, business cases, and team productivity.
Native in Japanese and professional fluency in English, with clear, concise communication and the ability to influence stakeholders across an international organization.

Skills

SaaS leadership
Sales
Account Management
Commercial strategy
Pipeline management
Forecasting
Team coaching
Strategic deal support
Customer escalations
Commercial playbook development
Market analysis
Product analysis
Integration analysis
Partnership analysis
Business case development
AI implementation
Data analysis
GTM strategy
Enterprise sales
Customer retention
Customer expansion
Team building
Cross-functional collaboration
AI for forecasting
AI for reporting
AI for business cases
AI for team productivity
English fluency
Japanese fluency
Korean language proficiency (plus)

Location

Japan
Korea
Tokyo

Work Type

Full-Time
Remote
Hybrid

Experience Level

8+ years of SaaS leadership experience

Benefits

Flexible time off
Career development opportunities (workshops, frameworks, training)
Impactful work shaping products used by 85,000+ users worldwide
Referral bonuses

About the Company

Lighthouse is on a mission to revolutionize commercial strategy as hospitality’s most powerful AI platform, transforming the world's largest hotel data network into real-time intelligence that drives action.
With $370M in Series C funding and over $100M in ARR, the company is scaling rapidly with 850+ teammates across 35 countries.
Lighthouse leverages cutting-edge AI to help hoteliers be the first to act.
Tens of thousands of hotels across 185 countries trust Lighthouse, including every one of the top 15 global chains.
Lighthouse values include Pursuit of Greatness, Meaningful Work Matters, and Elevate Each Other.
The company fosters a collaborative, fun, and deeply committed community environment.
The global Revenue team consists of 150+ sales professionals across 24 countries, working collaboratively with opportunities for career growth.

Equal Opportunity

Lighthouse is committed to fostering a diverse and inclusive workplace that values equal opportunity for all.
Candidates from all backgrounds are welcomed, regardless of age, gender, race, religion, sexual orientation, and disability.
The company welcomes diverse backgrounds and unique skill sets, encouraging individuals to apply even if they don't tick every box.
Reasonable accommodation is available during the application or interview process upon notification to the recruiter.