[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.ResponsibilitiesYou’ll be the face of Lighthouse’s Business Intelligence (BI) solutions for prospective clients, owning the full sales cycle from prospecting to closeIn 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 opportunitiesYou will sell the solution that empowers hoteliers to make data-driven decisions regarding their commercial strategy, with the ultimate aim of maximizing revenueOverall, this technology enhances decision-making, reduces reliance on guesswork, and helps hotels stay competitive in a rapidly changing marketOwn your territory and your numberBuild and execute a strategic territory plan to generate a net-new pipelineMaintain 3x pipeline coverage, forecast honestly, and take full accountability for your resultsYour quota is your commitmentHunt and build a pipelineSource a meaningful share of your own pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferencesThis is not an SDR-reliant roleRun a disciplined sales processUsing MEDDPICC to qualify and advance opportunitiesUse the AI Pre-Sales Agent to identify gaps before every major callAdvance deals through stage gates with evidence, not optimismLeverage AI to make your days easier and focus on more selling timeUse AI as a force multiplierLeverage the Enablement Agent for call prep, discovery frameworks, and positioningUse the Coaching Agent to surface patterns in your pipeline and win ratePush back on the tools when they’re wrong — help make the system smarterBecome a hospitality expertWe will help you understand revenue management workflows well enough to run ROI conversations without a pre-sales overlay on every dealPosition an integrated platform versus point solutionsKnow the competitive landscape inside outDrive results beyond net-newConsistently meet and exceed sales targets through new business and by identifying expansion and upgrade opportunities within your accountsPartner with Product to share market feedback and influence the roadmapRepresent Lighthouse at industry events to build the brand and your networkSkills2–4 years in a closing sales role, SaaS experience is a must but hunger and skill matters more than industry tenureSelf-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 quarterYou treat AI tools as a core part of your selling motion, not a novelty. You adopt new tooling quickly and bend it to your styleYou 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 precisionYou are comfortable navigating software and leading compelling product demonstrations and discovery callsYou 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 successStrong business acumen with the ability to sell on value, not price. Confident engaging stakeholders from GMs to C-suiteYou 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 quarterBenefitsFlexible 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 InsuranceParental 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 OverviewLighthouse is a commercial platform for the travel & hospitality industry. It was founded in 2012, and is headquartered in London, England, GBR, with a workforce of 501-1000 employees. Its website is https://www.mylighthouse.com.