Account Executive - BI Team

Traveltechessentialist; Denver (CO); Hybrid; USD 70,000 - 140,000; Full time

Benefits offered by this job

Flexible time off

401k matching

Health insurance

Vision and Dental Insurance

Employee Assistance Program

Job summary

Lighthouse in Denver, CO is seeking a driven sales professional to lead the full sales cycle for our Business Intelligence platform in hospitality. This hunter role targets net-new pipelines with a 2x pipeline coverage and MEDDPICC discipline to forecast with precision.

You will leverage AI-enabled tools to prep, discover, and position value, build strategic relationships, and close deals that maximize revenue for top hotel brands. Remote/hybrid options are available as part of a global team.

Qualifications

• 2–4 years in a closing sales role
• SaaS experience is a must
• Self-directed and coachable with a drive to improve
• Comfort with AI-enabled selling tools
• Experience navigating multi-threaded deals and stakeholders

Responsibilities

• Lead full sales cycle from prospecting to close
• Build pipeline through outbound and events
• Apply MEDDPICC to qualify and advance opportunities
• Collaborate with Product and Marketing to position value
• Represent Lighthouse at industry events

Skills

Closing sales

SaaS sales

Self-directed

Coachable

Relationship building

Tools

MEDDPICC

AI selling tools

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


• Denver, CO


• Full-time / Hybrid


• Compensation
  
  
  
  • Salary Range: $70,000.00 - $80,000.00 (Commission: $130,000.00 - $140,000.00 OTE)
  
  
  
  

What you will do:

You’ll be the face of Lighthouse’s Business Intelligence (BI) solutions for prospective clients, owning the full sales cycle from prospecting to close. This is a hunter role: you carry a quota, you build your own pipeline, and you’re accountable to outcomes and success. No excuses, just results.

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.

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 demonstrating the value of our BI platform.

We work with MEDDPICC to support high-quality deal execution. You’ll advance deals with evidence, protect pricing on value, and forecast with precision. We want to help you use modern tools to become a better seller and achieve great success.

Where you will have impact:

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.

About our team:

You’ll join a global Revenue team of 150+ sales professionals across 24 countries. The BI team focuses on a core area of our product suite — a supportive, driven group with real opportunities for career growth and the chance to learn from experienced leaders.

What’s in it for you?

• 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.

Who you are:

• 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.

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!