Account Executive - UK

Lighthouse; Barcelona; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Flexible work

Flexible time off

Health insurance

Career development

Competitive pay

Referral bonuses

Job summary

Lighthouse is a hospitality tech leader, transforming hotel data into real-time intelligence. You will join a global Revenue team in Barcelona, owning complex deals from prospecting to close in a hybrid setup.

You will build a robust pipeline, apply MEDDPICC for qualification, and leverage AI-enabled tools to focus on high-value conversations and ROI. Flexible hybrid work and strong career development await.

Qualifications

• 3+ years in closing sales roles with a quota.
• SaaS experience is essential; hospitality tech is a strong advantage.
• Self-directed, coachable, and driven to improve.
• Experience with MEDDPICC or similar qualification frameworks.

Responsibilities

• Own strategic deals from prospecting to close for the most valuable accounts.
• Build and manage a healthy pipeline with outbound and existing networks.
• Qualify and advance opportunities using MEDDPICC.
• Collaborate with Product and Marketing to feedback market needs and ROI.

Skills

SaaS sales

Enterprise deals

MEDDPICC

Pipeline development

Forecasting

Tools

CRM: Salesforce

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.

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.

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
• Barcelona
• Full-Time Hybrid

What You Will Do
You’ll be the face of Lighthouse for our most strategic prospects, owning complex, multi-stakeholder deal cycles from prospecting to close. This is a senior hunter role: you carry a significant quota, you build your own pipeline, and you’re accountable to outcomes and success. No excuses, just results.
What makes this different: you won’t do it alone. Lighthouse is deploying an agent AI infrastructure — Enablement, Pre-Sales, and Coaching agents — alongside a modern revenue stack. AI handles the prep, the sequencing, and the pattern recognition so you can focus on what matters — building relationships, running sharp discovery, and closing deals.

Where you will have impact
Own your territory and your number. Build and execute a strategic territory plan targeting high value and enterprise accounts. 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, your existing network, Lighthouse Connect events, and industry conferences. Activate relationships from prior roles and industry tenure. 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. Navigate complex deal cycles with multiple stakeholders and longer timelines. 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. 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.
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.
Elevate the team around you. Share deal strategies, competitive insights, and best practices with the broader AE team. Informally mentor newer reps and contribute to playbooks and enablement content. This isn’t a management role, but leadership is expected.

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 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.

Who You Are

• 3+ years in a closing sales role with a consistent track record of hitting or exceeding quota. SaaS experience is essential; hospitality tech is a strong advantage.
• 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’ve worked with MEDDPICC or similar qualification frameworks and can demonstrate how structured deal execution has driven your results.
• Strong business acumen with the ability to sell on value, not price. Confident engaging stakeholders from GMs to C-suite and navigating complex buying committees.
• 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.

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!