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At a glance
What you'd actually do: Cold-prospect and close net-new hotels and hospitality groups on Lighthouse's full platform, while upgrading single-product customers, carrying a quota.
Pay
$75k–$85k base · $135k–$150k OTE
$75k-$85k base, $135k-$150k OTE
Where you work
Hybrid: Dallas-Fort Worth Metroplex; must live near Dallas, TX
Selling to
hotels
How you'd sell
Mostly outbound (cold calls, emails)
Experience asked
2+ years
Your game plan for this job
0 of 5 done
Most people just hit Apply. Do these first and you show up with someone on the inside.
1
Pick 2–3 people at Lighthouse
We found 17 current reps: 3 SDRs, 14 AEs. SDRs reply the most; they were in your shoes recently. See them ↓
2
Send a short, curious note
Ask about their experience, not for a referral. We write it for you, with the role and what Lighthouse sells.
3
Have a 15-minute chat
Good questions for this role:
What was your path from SDR to where you are now?
How did you land the job? What stood out in your interviews?
The role is mostly outbound. How much is calling vs. email vs. LinkedIn?
How is the team doing on quota? What separates the people who hit it?
4
Apply, ideally with a referral
If the chat went well, ask if they'd refer you or point you to the hiring manager. Then apply and let them know so they can flag it.
A friendly message to a current rep is the best way to stand out. Ask about their experience, not for a referral.
Full 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? 🚀
You’ll be the face of Lighthouse for new customers, owning the full sales cycle from first cold touch 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.
Your market is two-sided. You open net-new accounts that fit our ideal customer profile and have never spoken to us, and you turn low-adoption customers who use a single Lighthouse product into full-platform customers. In both cases the goal is the same: the whole commercial platform, not one module. Small, one-off transactions are not what this role is for. You think in terms of the full deal from the first conversation, and you have the patience and the process to run a complex, multi-stakeholder cycle to get there.
Field sales, territory around Media, PA, or willing to relocate to the area
AE$128k–$205k OTELarge company208 insiders to talk to
Still open · posted today
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 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 into net-new accounts.
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.
Expand low-adoption customers.
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.
Turn small deals into big deals.
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.
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.
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.
Build relationships at a distance.
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.
About Our Team:
You’ll join a global Revenue team of 150+ sales professionals across 24 countries. The Acquisition team is where new revenue starts: we open the accounts the rest of the company grows. We work across the full Lighthouse product suite, helping hotels, chains, and hospitality groups achieve their commercial goals. It’s a collaborative, high-energy environment that celebrates wins loudly, 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.
Referral bonus: Earn rewards for bringing in new talent.
Who You Are:
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.
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.
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, 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.
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!
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