[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 Lighthouse 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.