Account Executive, Lighthouse
United Kingdom
Hotel revenue management solution
Be an early applicant
Hotel revenue management solution
501-1000 employees
Be an early applicant
501-1000 employees
Company mission
To help the hospitality industry visualise and leverage data for business success.
Role
Who you are
- 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
- 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
- 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
- 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!
What the job involves
- 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
- What makes this different: you won’t do it alone. Lighthouse is deploying an agent AI infrastructure — Enablement, Pre-Sales, and Coaching agents — alongside a modern revenue stack
- AI handles the prep, the sequencing, and the pattern recognition so you can focus on what matters — building relationships, running sharp discovery, and closing deals
- We work with structured sales methodology, like MEDDPICC to support high-quality deal execution. You’ll advance deals with evidence, protect pricing on value, and forecast with precision. We want to help you use modern tools to become a better seller and achieve great success
- 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
- You’ll join a global Revenue team of 150+ sales professionals across 24 countries. Our team works across the full Lighthouse product suite, helping hotels, chains, and hospitality groups achieve their commercial goals
- It’s a collaborative, high-energy environment with real opportunities for career growth and the chance to learn from experienced leaders as we continue to expand our market share
Our take
Lighthouse, formerly OTA Insight, is a cloud-based data intelligence platform for the hospitality industry. It provides hoteliers with a suite of revenue management solutions that empower them to make smarter revenue and distribution decisions. With live updates, 24/7 support from its customer success team, and a highly intuitive and customisable dashboard, the Lighthouse platform integrates with other industry tools, including hotel property management systems, leading revenue management systems and data benchmarking providers.
Lighthouse's team of international experts are based all over the world, including the UK, US, France, Germany, Belgium, Spain, Italy, Brazil, Mexico, Singapore, Australia, India and Greece. The company supports more than 70,000 properties in 185 countries.
The company has focused on accelerating its expansion across all regions, with a particular focus on the Americas, where it has seen an incredible recovery. OTA has also expanded its suite of products with the release of Insight+ and by launching its Business Intelligence products in EMEA.
Steph
Company Specialist at Welcome to the Jungle
Insights
38% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Nov 2024
$370m
SERIES C
Nov 2021
$80m
SERIES B
Total funding: $470m
Company benefits
- Vision & dental Insurance
- Work from home opportunities
- Health insurance
Company HQ
Waterloo, London, UK
Leadership
Gino Engels
(Co-Founder & Chief Customer Officer)Previously worked at AB Inbev UK for 3 years, holding various positions such as National Account Executive and National Account Manager.
Matthias Geeroms
(Co-Founder & CFO)Previously Transfer Pricing Specialist at FOD Financien for 6 years.
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