Director of Strategic Business Development, Lighthouse
$120-140k
+ Commission
Hotel revenue management solution
Be an early applicant
Hotel revenue management solution
501-1000 employees
Be an early applicant
$120-140k
+ Commission
501-1000 employees
Company mission
To help the hospitality industry visualise and leverage data for business success.
Role
Who you are
- Experience: 5+ years in strategic sales or revenue management within the hospitality industry
- Relationships: Proven network of C-level contacts within major global hotel chains and management companies
- Deal Management: Expertise in enterprise deal management, with a disciplined approach to executing complex deals through detailed accounts plans
- Industry Knowledge: Strong understanding of the hospitality technology ecosystem and revenue management principles
- SaaS Sales Expertise: Deep understanding of the SaaS business model and demonstrated ability to handle complex enterprise SaaS deals
- Communication Skills: Excellent verbal and written communication skills with the ability to articulate opportunity scope, impact, and business outcomes
- Salesforce Proficiency: Advanced knowledge of Salesforce for effective sales management
- Results-Driven: Demonstrated ability to drive results and handle challenges with a hands-on approach
- Not ticking every box? No problem! We value diverse backgrounds and unique skill sets. 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
- We are seeking a dynamic Strategic Business Development Director to spearhead our enterprise sales strategy across the AMER region
- This role presents a unique opportunity for a seasoned professional with a proven track record to drive growth through strategic sales practices, industry connections, and innovative solutions
- You will be responsible for positioning our comprehensive portfolio—including legacy products, newly acquired offerings, and upcoming innovations—to major local and global hotel chains
- Strategic Account Management: Develop and execute growth strategies for top-tier management companies, ensuring alignment across Sales, Marketing, Account Management, and Product teams
- Revenue Generation: Drive new revenue growth through account expansion, pricing strategies, new product positioning, and churn mitigation
- Establish a process for strategic account level regular business reviews that improved stakeholder buy in and is a catalyst for developing a pipeline of future account expansion, new product adoption and other growth opportunities
- Product Expertise: Become a subject matter expert on all Lighthouse products, insights, and business intelligence, managing customer stakeholders to achieve positive outcomes
- Client Engagement: Interface with clients to resolve data discrepancies, address use cases, and identify future needs. Cultivate and expand relationships with C-Level and VP-level contacts, particularly in revenue management, sales, distribution, and franchise operations
- Collaboration with Product Teams: Work closely with the Product team to understand and anticipate the needs of key accounts, providing feedback to support the development of future products
- Develop a deep understanding of the market segment and customer needs to inform sales strategies and product development
- Support key accounts during change management events to migrated processes and data feeds to better support business accounts and product stability and accuracy
- Internal Advocacy: Communicate effectively across departments to advocate for both client needs and Lighthouse's strategic objectives
- Present thought leadership content at industry conference and events with key client attendees
- Join our dynamic Revenue team of over 130 sales professionals globally, represented in 24 countries, who are passionate about driving revenue and expanding our market share in the hospitality industry
- As a large department with various roles, our team offers many opportunities for growth and career development
- Our team works closely with customers, (including hotels, chains, STR and more) to help them achieve their revenue goals
- As a member of our team, you'll have the opportunity to work with a dynamic group of professionals, learn from experienced leaders, and contribute to the success of our organization
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.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 14 more jobs at Lighthouse