Manager of Sales Development, Lighthouse
$120-144.5k
OTE
$85-99.5k
BASE
Hotel revenue management solution
Be an early applicant
Hotel revenue management solution
501-1000 employees
Be an early applicant
$120-144.5k
OTE
$85-99.5k
BASE
501-1000 employees
Company mission
To help the hospitality industry visualise and leverage data for business success.
Role
Who you are
- 2+ years in a sales development or inside sales role, with at least 1 year in a leadership or management position
- Proven track record of meeting or exceeding team pipeline and sales targets
- Hands-on experience with AI-powered sales tools and a track record of leveraging them to drive pipeline and improve team efficiency
- Excellent communication, coaching, and leadership skills
- Ability to analyze data, identify trends, and implement process improvements
- Adaptable and resilient — comfortable leading a team through change and ambiguity
- Passion for mentoring and developing team members
- Preferred: Hospitality experience and/or knowledge of outbound sales strategies and lead generation best practices
- Preferred: Experience with Clay or similar data enrichment and prospecting platforms
- 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 lead a team of Sales Development Representatives driving top-of-funnel pipeline for the core revenue team and you'll harness AI to redefine how pipeline gets built
- From autonomous prospecting and AI-driven sequence optimization to real-time call intelligence and predictive account scoring, you'll build a pipeline engine that runs smarter, not just harder
- You'll be on the floor with your reps, but your real leverage is in the AI-powered systems you deploy around them helping to surface the right signals, automating the noise, and freeing your team to focus on the moments that generate revenue
- Your end goal is pipeline contributed to revenue bookings, and you'll architect the intelligent workflows and automation stack that get it there
- What makes this different: Lighthouse is building an AI-forward SDR function, and this manager will have the opportunity to lead that transformation. You'll optimize workflows, integrate new tooling, and shape how a modern SDR team operates — not inherit a static playbook
- Drive pipeline through disciplined activity management. Own the KPIs, sequences, and daily rhythms that generate qualified pipeline. You track what matters, coach in the moment, and fix what's broken fast
- Develop your reps through direct coaching. You make calls with your team. You listen, debrief, and improve. Regular 1:1s, real-time feedback, and consistent skill-building are how you run your team
- Lead through change and ambiguity. SDR teams evolve fast. Priorities shift, tooling changes, messaging pivots. You keep your team grounded, motivated, and performing through all of it
- Communicate cross-functionally with clarity. You act as the key liaison between SDRs, Account Executives, Marketing, and Regional Sales Managers. You share field insights, flag misalignment early, and make sure handoffs are clean and criteria are sharp
- Build an AI-forward SDR motion. Lighthouse is investing in AI infrastructure across the revenue org. You'll have the opportunity to integrate those tools into SDR workflows, reduce friction in the process, and help your team spend more time on high-value activity
- 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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