[Remote] Account Executive - BI Team

Note: The job is a remote job and is open to candidates in USA. Lighthouse is on a mission to revolutionize commercial strategy in the hospitality sector through its powerful AI platform. The Account Executive will own the full sales cycle for Business Intelligence solutions, focusing on building a pipeline and driving revenue through data-driven decision-making for clients.

Responsibilities

• You’ll be the face of Lighthouse’s Business Intelligence (BI) solutions for prospective clients, owning the full sales cycle from prospecting to close
• In hotel commercial operations, Business Intelligence software plays a critical role by offering real-time data, forecasts, and reporting that help hoteliers measure performance, optimize pricing, allocate inventory, predict demand, and identify growth opportunities
• You will sell the solution that empowers hoteliers to make data-driven decisions regarding their commercial strategy, with the ultimate aim of maximizing revenue
• Overall, this technology enhances decision-making, reduces reliance on guesswork, and helps hotels stay competitive in a rapidly changing market
• 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

Skills

• 2–4 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
• You have successfully navigated multi-threaded deals by securing buy-in from diverse decision-makers, keeping deal cycles focused on strategic ROI, and forecasting revenue with precision
• You are comfortable navigating software and leading compelling product demonstrations and discovery calls
• You work with MEDDPICC to support high-quality deal execution. You'll advance deals with evidence, protect pricing on value, and forecast with precision. You use modern tools to become a better seller and achieve great success
• 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

Benefits

• Flexible time off: Autonomy to manage your work-life balance.
• 401k matching: Up to 4%.
• Health insurance: Two Blue Cross Blue Shield plans with 99% company contribution to the base plan and 75% for dependents and spouses, plus $25/month to HSA.
• Vision and Dental Insurance: Dental Buy-up plan option, 50% company contributions to premiums for both employees, dependents and spouses for both.
• Employee Assistance Program: 100% confidential and free.
• Employer paid Short Term Disability + $50,000 Life Insurance
• Parental leave: 12 weeks of company paid primary caregiver leave, 3 weeks of company paid secondary caregiver leave, $1,500 new parent bonus, and 4 week flexible return to work plan.
• Wellbeing support: Subsidized ClassPass subscription.
• Referral bonus: Earn rewards for bringing in new talent.

Company Overview