Senior Manager, Lighthouse
Account Management
$120-130k
+ Commission
Hotel revenue management solution
Posted today
Hotel revenue management solution
501-1000 employees
Posted today
$120-130k
+ Commission
501-1000 employees
Company mission
To help the hospitality industry visualise and leverage data for business success.
Role
Who you are
- 7+ years of experience in sales, account management, or client services in a B2B SaaS or tech environment
- 3+ years of experience in people leadership roles, including managing blended or tiered teams
- A proven ability to build, scale, and coach high-performing teams that drive customer retention, product adoption, and revenue growth
- Strong executive presence and communication skills, with experience influencing cross-functional initiatives
- A record of translating strategy into results—especially in fast-moving, high-growth settings
- Experience working across geographies and with culturally diverse teams
What the job involves
- We are seeking a dynamic and strategic Senior Manager of Account Management to lead a high-impact team of Account Managers and Strategic Account Managers across the Americas
- This role is pivotal in driving customer retention, expansion, and satisfaction across both Tier 1 and Tier 2 accounts
- You'll be responsible for executing scalable engagement models, coaching a blended team of mid- and senior-level professionals, and aligning cross-functional strategy to ensure continued customer growth
- The ideal candidate brings a strong operational mindset, commercial acumen, and a passion for people development in a fast-paced B2B SaaS environment
- Develop and execute a strategic roadmap for customer growth and retention across the region using Account Manager insights and tools such as Gainsight, Looker, and Salesforce
- Align account strategies with overall company goals through close collaboration with marketing, product, leadership, and revenue operations
- Leverage customer insights, industry trends, and competitive intelligence to continuously enhance go-to-market and engagement strategies
- Execute strategic initiatives to drive upsell and cross-sell opportunities while reducing churn and strengthening product adoption
- Lead, coach, and inspire a team of Account Managers and Strategic Account Managers focused on both high-touch (Tier 1) and mid-touch (Tier 2) customer portfolios
- Build and maintain a culture of accountability, collaboration, and continuous improvement
- Identify skill gaps and implement performance metrics, enablement programs, and KPIs to elevate account management performance
- Create clear growth paths and career development plans, offering regular coaching and mentorship
- Act as a culture carrier, championing Lighthouse’s values and customer-first mindset
- Drive customer retention and revenue expansion by ensuring the team delivers impactful QBRs and proactive, value-driven engagement
- Maintain executive relationships with key customers and serve as a point of escalation for at-risk or high-value accounts
- Partner with sales and product teams to unlock upsell and cross-sell opportunities—particularly during product launches or roadmap rollouts
- Ensure the team is equipped to articulate product value, support adoption, and expand account footprint strategically
- Track key performance indicators including NRR, GRR, AMQL, CSAT, health scores, renewals, and expansion metrics
- Provide regular performance reporting to senior leadership on customer outcomes, team effectiveness, and growth opportunities
- Partner with Revenue Operations and Enablement to address underperformance, optimize workflows, and standardize scalable best practices
- Implement clear operating cadences to manage team consistency and accountability across a growing customer base
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
(Chief Customer Officer & Co-Founder)Previously worked at AB Inbev UK for 3 years, holding various positions such as National Account Executive and National Account Manager.
Matthias Geeroms
(CFO & Co-Founder)Previously Transfer Pricing Specialist at FOD Financien for 6 years.
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