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Lead and coach a team of 10 Account Executives to drive quota attainment and pipeline health using AI-powered tools. Manage weekly planning cadences, conduct rigorous deal reviews based on MEDDPICC, and deliver accurate sales forecasts.
Seeking an AI-native sales leader with a coaching-first mindset and a data-driven approach to management. Must be proficient in MEDDPICC and capable of driving high-performance standards in a fast-paced environment.
Our Mission: Why Lighthouse?
At Lighthouse, we’re on a mission to revolutionize commercial strategy as hospitality’s most powerful AI platform. We take the world's largest hotel data network and transform it into real-time intelligence that drives action. We don't just deliver insights; we empower businesses to make decisions that move revenue.
With $370M in Series C funding and over $100M in ARR, we are scaling at lightspeed. Our 850+ teammates across 35 countries aren't just building software—they are leveraging cutting-edge AI to help hoteliers be the first to act. Tens of thousands of hotels across 185 countries trust Lighthouse to execute their commercial strategy, including every one of the top 15 global chains and thousands of independent hotels that consistently outperform their markets. With Lighthouse AI, the intelligence gets deeper. Decisions get smarter. Actions get faster. We help hoteliers be first to act.
Lighthouse Values: Our guiding light
We are Lumineers. Our shared values keep us on a collaborative path fostering a cultural and customer centric environment
We’re more than just a workplace – we’re a community. Collaborative, fun, and deeply committed, we work hard together to revolutionize the hospitality sector. Are you ready to join us and shine brighter in the industry’s most exciting rocket-ship? 🚀
Job Details
The Role
You'll lead 10 Account Executives focused on our core products, owning their development, discipline, pipeline health, and quota attainment. This is a coaching-first role powered by AI. You arrive at every 1:1 with a diagnosis, not a blank agenda, and hold the team to the same standard of AI adoption in every workflow. You are managing a team whose foundation is human reps doing the work, although transforming that work to be powered by AI and superhuman intelligence. You are expected to be a genuine power user of both and be leading by example as an AI thought leader in sales discipline.
Where you will have impact
About our team
Lighthouse's revenue organization spans 150+ sales professionals across 24 countries. RSMs are the cultural architects of that team — translating strategy into daily behavior, making ambitious targets feel achievable, and building the next generation of Lighthouse leaders. You'll work closely with VP-level sales leadership, Enablement, RevOps, and the AI Operations team. Your voice shapes how the agent infrastructure evolves, how MEDDPICC enforcement improves, and how capability compounds year over year.
What's in it for you?
Who you are
Diversity, equity, inclusion, and belonging
Thank you for considering a career with Lighthouse. We are committed to fostering a diverse and inclusive workplace that values equal opportunity for all. We welcome candidates from all backgrounds, regardless of age, gender, race, religion, sexual orientation, and disability. Our commitment to equality is part of our culture. If you require reasonable accommodation at any point during the application or interview process, please notify your recruiter.
Not ticking every box? No problem! We value diverse backgrounds and unique skill sets, and we encourage individuals from all walks of life to apply. If your experience looks a little different from what we've described, but you're passionate about what we do and are a quick learner, we'd love to hear from you!
Learn more about our careers and recruitment process | Our company and leadership team | Beware of recruitment scams
Reimagining commercial strategy for the travel & hospitality industry
Lighthouse is the leading commercial platform for the travel & hospitality industry. We transform complexity into confidence by providing actionable market insights, business intelligence, and pricing tools that maximize revenue growth. Trusted by over 70,000 hotels in 185 countries, and supported by 700+ employees, Lighthouse is the only solution that provides real-time hotel and short-term rental data in a single platform. We strive to deliver the best possible experience with unmatched customer service. We consider our clients as true partners — their success is our success.
Offices: 3660 Blake St, Hub North - 4th Floor, Denver, Colorado 80205, US · 10 York Road, London, England SE1 7ND, GB · Gaston Crommenlaan 6, Ghent, Flemish Region 9050, BE · 2451 W Grapevine Mills Circle, 400, Grapevine, Texas 76051, US · 5 Martin Place, Sydney, NSW NSW 2000, AU
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