Regional Sales Manager AU/NZ

The Hotels Network; Melbourne; Remote; AUD 150,000 - 230,000; Full time

Benefits offered by this job

Flexible time off

Career development

Impactful work

Referral bonuses

Job summary

Lighthouse is seeking a seasoned sales leader to guide the AU/NZ team, ensuring quota attainment in a fast-moving, AI-powered environment. This hands-on role requires building plans, inspecting pipelines, and coaching reps to win.

Lead with MEDDPICC in deal strategies, forecast rigor, and close collaboration with Marketing, Product, and Customer Success to drive growth and profitability for the organization.

Qualifications

• 5+ years as a sales manager leading reps (AE/BDM) with a proven track record of hitting quotas.
• Experience selling into SaaS, hospitality sector is a plus.
• Hands-on leadership with forecast and pipeline accountability.

Responsibilities

• Lead AU/NZ sales team to hit quota, coaching reps and shaping plans.
• Oversee pipeline, participate in key deals, and apply MEDDPICC rigor.
• Forecast with transparency, run weekly forecast calls, and mitigate risks.
• Collaborate with Marketing, Product, and Customer Success to sustain demand and retention.

Skills

Sales leadership

Forecasting

Coaching

CRM tools

MEDDPICC

SaaS sales

Hospitality SaaS

Tools

Salesforce

CRM software

Job description

Our Mission: Why Lighthouse?

At Lighthouse, we’re on a mission to revolutionize commercial strategy as hospitality’s most powerful AI platform. We take the world’s largest hotel data network and transform it into real-time intelligence that drives action. We don't just deliver insights; we empower businesses to make decisions that move revenue.

With $370M in Series C funding and over $100M in ARR, we are scaling at lightspeed. Our 850+ teammates across 35 countries aren't just building software—they are leveraging cutting-edge AI to help hoteliers be the first to act. Tens of thousands of hotels across 185 countries trust Lighthouse to execute their commercial strategy, including every one of the top 15 global chains and thousands of independent hotels that consistently outperform their markets. With Lighthouse AI, the intelligence gets deeper. Decisions get smarter. Actions get faster. We help hoteliers be first to act.

Lighthouse Values: Our guiding light

We are Lumineers. Our shared values keep us on a collaborative path fostering a cultural and customer centric environment

• Pursuit of greatness: We’re innovators who care deeply about our customers’ success. Our team brings their best work, stays curious, and delivers excellence through attention to detail
• Meaningful work matters: We make every moment count by knowing what to deliver, why it matters, and how it drives Lighthouse forward
• Elevate each other: We don’t just work together - we grow together. What unites us is understanding each other as people and working toward shared goals

We’re more than just a workplace – we’re a community. Collaborative, fun, and deeply committed, we work hard together to revolutionize the hospitality sector. Are you ready to join us and shine brighter in the industry’s most exciting rocket-ship?

Job Details

• Revenue Team
• Sydney or Melbourne, Australia.
• Full-Time - Remote.

What you will do

You’ll lead our AU/NZ sales team and you’ll be accountable for one thing above all: a team that hits quota, quarter after quarter. This is a hands-on leadership role. You’ll build the plans, inspect the pipeline, step into the deals that matter, and coach your reps until quota is the floor, not the ceiling.

What makes this different: you won’t run it on gut feel. Lighthouse is deploying an agent AI infrastructure (Enablement, Pre-Sales, and Coaching agents) alongside a modern revenue stack. AI handles the prep, the inspection, and the pattern recognition, so you can spend your time where it counts: coaching, deal strategy, and building a team that wins.

Where you will have impact

• Own the team’s number. Set targets, build short- and long-term growth plans with every rep, and make sure each one knows exactly what success looks like and where they stand against it.
• Run a forecast people can trust. Lead weekly forecast calls that deliver accurate monthly and quarterly numbers. Call it straight, flag risk early, and keep surprises off the table.
• Show up in the deals that matter. Work side by side with your reps on deal execution and coach them to run MEDDPICC with discipline: qualify hard, and move deals forward on proof, not hope. Bring your market knowledge and product expertise to demos and calls with partners and prospects, and help get key opportunities over the line.
• Make pipeline a habit. Make sure every rep understands how much funnel it takes to sustain success, and drive demand creation activities with them. Partner with field and corporate marketing to get the most out of the lead funnel.
• Use AI as a force multiplier. Use the Coaching Agent to surface patterns in pipeline, win rates, and rep performance. Bring AI into your forecasting and team routines, and push back when the tools are wrong, because that’s how the system gets smarter.
• Build a team that wins. Run weekly one-on-ones, development plans, and real-time coaching that drive performance and long-term retention. You’ll coach a senior, commission-driven team: guide, don’t micromanage. When a performance improvement plan is needed, run it objectively and with total clarity.
• Fix what slows your reps down. Spot missing or outdated processes and redesign them with Sales Operations so selling gets easier. Partner with Marketing, Product, Customer Success, and Service Delivery to keep the sales process smooth and retention high.
• Be the face of Lighthouse in AU/NZ. Own QBRs with key chains and customers, and join your reps in face-to-face visits and trade shows.

About our team

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.

What’s in it for you

• Flexible time off: Autonomy to manage your work-life balance.
• Career development: Workshops, frameworks, and training to maximize your professional potential.
• Impactful work: Shape products relied on 85,000+ users worldwide.
• Referral bonuses: Earn rewards for bringing in new talent.

Who you are

• 5+ years as a sales manager leading at least reps (AE/BDM), with a proven track record of setting targets and getting your team to quota.
• Selling into hospitality and SaaS is a strong plus.
• You’ve carried a number yourself and consistently hit it as a rep.
• A leader reps want to run through walls for. You coach, mentor, and motivate, you hold the standard, and you communicate with total clarity across your team and the company.
• You thrive in a fast-moving international environment where priorities shift, and you embrace change rather than just manage it.
• Hands-on with Salesforce or other CRM systems and sales tools, with sharp analytical skills. You let data drive decisions and see the risk in a forecast before it becomes a miss.
• You treat AI as part of how you lead, not a novelty. You use it to coach, forecast and enable your team, beyond drafting emails.
• You are fluent in written and spoken English.

Diversity, equity, inclusion, and belonging

Thank you for considering a career with Lighthouse. We are committed to fostering a diverse and inclusive workplace that values equal opportunity for all. We welcome candidates from all backgrounds, regardless of age, gender, race, religion, sexual orientation, and disability. Our commitment to equality is part of our culture. If you require reasonable accommodation at any point during the application or interview process, please notify your recruiter.

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!

Learn more about our careers and recruitment process | Our company and leadership team