Account Executive (Independent Hotel Sales)

Lighthouse•Denver, CO

10h•Hybrid

About The Position

This is a hunter role focused on selling Lighthouse's AI-driven tools to independent hotels. The Account Executive will own the full sales cycle, from prospecting to closing, and will be responsible for building their own pipeline and achieving sales targets. The role involves selling a suite of tools designed to streamline hotel operations, automate pricing and reservation management, and drive revenue. The position emphasizes leveraging AI infrastructure, including Enablement, Pre-Sales, and Coaching agents, to assist in the sales process, allowing the Account Executive to focus on building relationships and closing deals. The goal is to empower independent hoteliers to replace manual processes with AI-driven solutions, ultimately helping them increase revenue and competitiveness.

Requirements

2+ years in a closing sales role.
SaaS experience is a must.
Self-directed, coachable, and driven to continuously improve.
Seek feedback on calls, pipeline, and positioning, and act on it.
Treat AI tools as a core part of your selling motion.
Adopt new tooling quickly and bend it to your style.
Experience with MEDDPICC or similar qualification frameworks is a plus.
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.
Desire to win, prospect when it would be easier not to, follow up one more time, and not be okay with a bad quarter.

Nice To Haves

Experience with MEDDPICC or similar qualification frameworks.

Responsibilities

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.
Source a meaningful share of your own pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences.
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 as a force multiplier for call prep, discovery frameworks, and positioning.
Use the Coaching Agent to surface patterns in your pipeline and win rate.
Become an expert in the independent hotel market, understanding their unique challenges.
Position the Lighthouse Indy product suite as the integrated solution for independent hotels.
Build trusted relationships with independent hotel owners and GMs.
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.

Benefits

Competitive compensation
Flexible working environment
Work from home or at one of our global offices
Flexible time off
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 up to 80% ClassPass subscription.
Referral bonus: Earn rewards for bringing in new talent.