Business Development Manager - Japan

Lighthouse; United States; Remote; USD 120,000 - 200,000; Full time

Benefits offered by this job

Flexible time off

Career development

Impactful work

Referral bonuses

Job summary

Lighthouse is seeking a results-driven enterprise SaaS closer to lead full sales cycles from prospecting to close in the United States. This hunter role leverages an agent AI infrastructure to enable discovery, sequencing, and pattern recognition while you focus on relationships and deals.

Own your territory, build 3x pipeline, and use MEDDPICC to drive high-quality opportunities. Work with Lighthouse’s AI-enabled revenue stack to accelerate deal velocity and deliver measurable impact for

Qualifications

• 5–7 years in a closing SaaS sales role.
• Experience building and managing a healthy pipeline.
• Familiarity with MEDDPICC or similar qualification frameworks.

Responsibilities

• Own the full sales cycle from prospecting to close.
• Develop and execute a strategic territory plan with 3x pipeline coverage.
• Leverage AI-enabled tools for prep, discovery, and positioning while focusing on value sales.

Skills

Closing sales

SaaS experience

Territory planning

Pipeline management

Tools

MEDDPICC

Job description

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?

• Fluent in English and Japanese

What you will do

You’ll be the face of Lighthouse 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’reaccountable 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 handlesthe prep, the sequencing, and the pattern recognition so you can focus on what matters — buildingrelationships, running sharp discovery, and closing deals.

We work with structured sales methodology, like MEDDPICC, to support high-quality deal execution.You’ll advance deals with evidence, protect pricing on value, and forecast with precision. We want tohelp 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 anet-new pipeline. Maintain 3x pipeline coverage, forecast honestly, and take full accountability foryour results. Your quota is your commitment.
• Hunt and build a pipeline. Source a meaningful share of your own pipeline through outboundsequences, ICP targeting, Lighthouse Connect events, and industry conferences. This is not anSDR-reliant role.
• Run a disciplined sales process. Using MEDDPICC to qualify and advance opportunities. Use theAI Pre-Sales Agent to identify gaps before every major call. Advance deals through stage gates withevidence, 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. Pushback on the tools when they’re wrong — help make the system smarter.
• Become a hospitality expert. We will help you understand revenue management workflows wellenough to run ROI conversations without a pre-sales overlay on every deal. Position an integratedplatform versus point solutions. Know the competitive landscape inside out.
• Drive results beyond net-new. Consistently meet and exceed sales targets through new businessand by identifying expansion and upgrade opportunities within your accounts. Partner with Productto share market feedback and influence the roadmap. Represent Lighthouse at industry events tobuild the brand and your

About our team

You’ll join a global Revenue team of 150+ sales professionals across 24 countries. Our team worksacross 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

• 5-7 years in a closing sales role, SaaS experience is a must but hunger and skill mattersmore than industry tenure.
• Self-directed, coachable, and driven to continuously improve. You seek feedback on yourcalls, your pipeline, and your positioning — and act on it within the next deal, not the nextquarter.
• You treat AI tools as a core part of your selling motion, not a novelty. You adopt new toolingquickly and bend it to your style.
• 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.
• 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!