Note: The job is a remote job and is open to candidates in USA. Lighthouse is on a mission to revolutionize commercial strategy as hospitality’s most powerful AI platform. The Account Executive will own the full sales cycle from prospecting to close, leveraging AI tools to build relationships and drive results in the hospitality sector.
Responsibilities
- 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. Leverage the Enablement Agent for call prep, discovery frameworks, and positioning. Use the Coaching Agent to surface patterns in your pipeline and win rate. Push back on the tools when they’re wrong — help make the system smarter
- Become a hospitality expert. We will help you understand revenue management workflows well enough to run ROI conversations without a pre-sales overlay on every deal. Position an integrated platform versus point solutions. Know the competitive landscape inside out
- 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
Skills
- 2–5 years in a closing sales role, SaaS experience is a must but hunger and skill matters more than industry tenure
- 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 want to win. You prospect when it would be easier not to. You follow up one more time. You're not okay with a bad quarter
- Experience with MEDDPICC or similar qualification frameworks is a plus, not a requirement. What matters is that you bring discipline and structure to how you run deals
Benefits
- Flexible working environment: Work from home or at one of our global offices.
- Comprehensive health insurance: Private AXA coverage for you and your family.
- Flexible time off: Autonomy to manage your work-life balance.
- Competitive compensation: Proactively maintained to value your work.
- Collaborative team: High-bar, friendly, creative, and passionate colleagues.
- Career development: Workshops and frameworks to realize your full potential.
- Impactful work: Shape products relied on by 85,000+ users worldwide.
- Wellbeing support: Subsidized up to 80% ClassPass subscription.
- Referral bonuses: Earn rewards for bringing in new talent.
- Additional maternity leave compensation: For the first 12 weeks of Statutory Maternity Pay (SMP), we top-up your SMP so that your salary reaches 100%.
Company Overview