Account Executive- BI Team

Summary

Lighthouse is an AI-powered commercial strategy platform for the hospitality industry, transforming hotel data into real-time intelligence. The Account Executive will sell Business Intelligence solutions to prospective clients, own the full sales cycle, build pipeline, manage a territory and quota, and drive new business, expansion, and upgrade opportunities.

Responsibilities

• 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

Qualifications

Must Haves

• 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

• Commission: $140,000.00 - $160,000.00 OTE
• Full-time / Hybrid or Remote
• 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.
• Real opportunities for career growth and the chance to learn from experienced leaders.