Account executive in hospitality

Lighthouse; Barcelona; Remote; EUR 60,000 - 90,000; Full time

Benefits offered by this job

Flexible work environment

Remote work possible

Global offices access

Wellbeing program

Job summary

Lighthouse — платформа на базе ИИ для индустрии гостеприимства, превращающая данные гостиничного сектора в реальные действия, повышающие выручку. Мы ищем специалиста по закрытию сделок SaaS с 2–5 годами опыта, способного строить собственный pipeline, продвигать сделки от Discovery до Close и работать над крупными multi-product контрактами.

У вас будет возможность работать удаленно или в одном из глобальных офисов, продвигать продажи через MEDDPICC, и позиционировать Lighthouse как

Qualifications

• 2–5 лет опыта закрывающих продаж в SaaS.
• Умение генерировать собственный pipeline; охота за клиентами.
• Рабочее владение или свободное владение испанским языком.
• Умение общаться с руководителями уровня C-suite.
• Самоорганизованность и ориентация на результат.

Responsibilities

• Веди собственный регион и число продаж, обеспечивая план по квоте.
• Строить стратегический план продаж и поддерживать 3x покрытие pipeline.
• Проводить квалификацию MEDDPICC и переводить сделки в закрытие.
• Согласовывать бизнес-кейсы с заказчиками и работать с Success для роста аккаунтов.

Skills

Closing skills

SaaS sales

Prospecting

Spanish fluency

Negotiation

Tools

MEDDPICC

CRM software

Job description

Описание: 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.

Задачи

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. Cold, outbound prospecting into ideal customer profile accounts is the core of this role, not a supplement to inbound. Run an AI-first workflow: use our agents for account research, buying signals, sequencing and first-touch personalization, so your time goes into conversations rather than admin. Add Lighthouse Connect events and industry conferences on top. This is not an SDR-reliant role. Identify customers who use a single Lighthouse product, or a fraction of what they bought, and turn them into full-platform accounts. Run this as a sales cycle, with discovery, a business case and a close, not as an adoption program. Work with Customer Success on the handover so the account is set up to keep growing. Treat every opportunity as a platform deal. Qualify for the full scope early, bring in every stakeholder who has a say, and build the business case for the whole solution rather than settling for a trial or a single module. Protect pricing on value. 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. 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. Understand the commercial challenges hotels face across pricing, distribution, and business intelligence. Position Lighthouse’s full platform as the integrated solution that replaces fragmented point tools. Know the competitive landscape inside out and run value based ROI conversations confidently. Most of your buyers will never meet you in person. Earn trust over video, phone and email through sharp preparation, clear follow-through and a point of view on their business. Partner with Product to share market feedback and influence the roadmap, and represent Lighthouse at industry events to build the brand and your network.

Требования

2–5 years in a closing sales role, SaaS experience is a must but hunger and skill matters more than industry tenure. A hunter by instinct. You prospect cold, you get past no, and you would rather build your own pipeline than wait for it. Working proficiency or fluency in Spanish. You think big-deal first. You have turned a small opening into a larger, multi-product sale, and you know how to qualify for full scope without stalling the deal. 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, and you expect AI to do your research and sequencing so your time goes into selling. Fantastic communicator. You build trust with people you have never met in person, over video and phone, from GMs to the C-suite, and you keep several stakeholders aligned through a longer cycle. Strong business acumen with the ability to sell on value, not price. Confident engaging stakeholders from GMs to C-suite. You want to win, and you like it when people notice. You celebrate your wins and your team’s, you prospect when it would be easier not to, you follow up one more time, and you’re not okay with a bad quarter. Будет плюсом: Experience with MEDDPICC or similar qualification frameworks is a plus, not a requirement. What matters is that you bring discipline and structure to how you run deals

Условия

Flexible working environment: Work from home or at one of our global offices. Flexible time off: Autonomy to manage your work-life balance. Alan Healthy benefits: 160€/month for food or nursery. Payflow App: Access your earned salary in advance at no cost to you. Flexible retribution: Optional benefits through tax-free payroll deductions for food, transportation and/or nursery. Wellbeing support: Subsidized up to 80% ClassPass subscription. Comprehensive health insurance: 100% Alan coverage for you, your spouse, and dependents. 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. Competitive compensation: Proactively maintained to value your work. Referral bonuses: Earn rewards for bringing in new talent.