Regional Sales Manager - LATAM

Traveltechessentialist; São Paulo; Presencial; BRL 300 000 - 600 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Flexible time off

Collaborative team

Career development

Impactful work

Referral bonuses

Resumo da oferta

Lighthouse is seeking a growth-minded sales leader to coach a team of Account Executives in a hybrid São Paulo setting. You will drive development, pipeline health, and quota attainment while leveraging AI to elevate sales effectiveness.

As a thought leader in AI-enabled selling, you’ll enforce MEDDPICC standards, guide weekly planning, and ensure a data-driven forecast process that improves win rates and performance across the team.

Responsabilidades

• Lead a team of Account Executives, owning development, discipline, pipeline health, and quota attainment.
• Coach First, Manager Second: run 1:1s, identify patterns in discovery and qualification, and drive improvements.
• Set weekly cadence with MOM planning, pipeline reviews, and outbound standards.
• Forecast with conviction: provide deal-by-deal analysis and early risk mitigation.
• Direct the human-AI team: ensure use of Enablement and coaching agents; MEDDPICC gap analysis.
• Make MEDDPICC non-negotiable: enforce completeness and track progress.

Descrição da oferta de emprego

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
• São Paulo, Brazil
• Full-Time/Hybrid

The Role

You’ll lead a team of Account Executives, owning their development, discipline, pipeline health, and quota attainment. This is a coaching-first role powered by AI. You arrive at every 1:1 with a diagnosis, not a blank agenda, and hold the team to the same standard of AI adoption in every workflow. You are managing a team whose foundation is human reps doing the work, although transforming that work to be powered by AI and superhuman intelligence. You are expected to be a genuine power user of both and be leading by example as an AI thought leader in sales discipline.

Where you will have impact

Coach First, Manager Second

• Run 1:1s as coaching conversations using call intelligence and MEDDPICC completeness data. No blank agendas.
• Use the Coaching Agent to identify behavioral patterns in discovery, qualification, and objection handling that are driving losses. Coach to the pattern, not the deal. Enforce what is supporting the wins.
• Prescribe targeted practice: AI simulations for skill gaps, game tape review for positioning, MEDDPICC role-plays for qualification gaps. Every session ends with a specific action.
• Track rep development across Developing / Proficient / Expert tiers. Invest disproportionately in middle performers. Develop at least one rep/year into a promotion-ready candidate.

Set the Tempo; Every Week, Every Quarter

• Own the weekly MOM planning cadence. Every Monday begins with clarity on the number, the gap, and the plan.
• Run pipeline reviews that inspect MEDDPICC completeness, velocity, and honest close probability, not rep-stated probability. Do not let your reps be the ones hallucinating in the Forecast call.
• Hold the outbound standard. Every rep on this team is a hunter, not an order-taker.

Forecast With Conviction

• Deliver a weekly commit from genuine deal-by-deal analysis not a rollup of CRM updates.
• Call risk early with a mitigation plan. Your VP hears about slipping deals from you, not from end-of-month data.
• Use AI forecasting signals to cross-check your judgment, eventually this should become the habit without questions. When data diverges from the gut, investigate before dismissing.

Direct the Human-AI Team

• Ensure every rep uses the Enablement Agent before major calls as a competitive advantage, not a checkbox.
• Use the Pre-Sales Agent's MEDDPICC gap analysis as the agenda for deal reviews. Engage Coaching Agent outputs weekly in every 1:1.
• Flag low-quality agent outputs to the AI Ops Lead with specifics. You are a quality signal for the system, not just a user of it.

Make MEDDPICC Non-Negotiable

• Run deal reviews by interrogating MEDDPICC elements. No Economic Buyer accessed = deal doesn't move.
• Know completeness rate by rep and by stage at all times. Own it as a leading coaching KPI. Assign Hyper-bound simulations as the first response to qualification gaps.

Build the Attainment Distribution

• Accountable for distribution improvement YoY not just aggregate quota. Two over-performers and six under-performers is a development crisis.
• Know the skill gap vs. will gap for every rep. Run quarterly development reviews focused on capability growth, not quota.

About our team

Lighthouse's revenue organization spans 150+ sales professionals across 24 countries. RSMs are the cultural architects of that team — translating strategy into daily behavior, making ambitious targets feel achievable, and building the next generation of Lighthouse leaders. You'll work closely with VP-level sales leadership, Enablement, RevOps, and the AI Operations team. Your voice shapes how the agent infrastructure evolves, how MEDDPICC enforcement improves, and how capability compounds year over year.

What's in it for you?

• Flexible time off: Autonomy to manage your work-life balance.
• Collaborative team: High-bar, friendly, creative, and passionate colleagues.
• Career development: Workshops, frameworks, tools, training, and processes to realize your full potential.
• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Referral bonuses: Earn rewards for bringing in new talent.