Account Executive- BI Team

Lighthouse • Dallas, TX

11d • Hybrid

About The Position

This is a hunter role within the Revenue Team, focusing on Lighthouse's Business Intelligence (BI) solutions. The Account Executive will own the full sales cycle, from prospecting to closing, and is responsible for building their own pipeline and achieving results. The BI software helps hoteliers measure performance, optimize pricing, allocate inventory, predict demand, and identify growth opportunities by providing real-time data and forecasts. The role involves selling a solution that empowers data-driven decision-making to maximize hotel revenue and maintain competitiveness. Lighthouse utilizes an AI infrastructure, including Enablement, Pre-Sales, and Coaching agents, to support sales professionals. The MEDDPICC methodology is used for deal execution, focusing on evidence-based advancement, value-based pricing, and precise forecasting. The role requires driving new business, identifying expansion opportunities, and providing market feedback to the Product team. The BI team is a supportive and driven group within the larger global Revenue team, offering opportunities for career growth.

Requirements

• 2–4 years in a closing sales role
• SaaS experience is a must
• Self-directed, coachable, and driven to continuously improve
• Seek feedback on your calls, your pipeline, and your positioning — and act on it within the next deal, not the next quarter.
• Treat AI tools as a core part of your selling motion, not a novelty.
• Adopt new tooling quickly and bend it to your style.
• 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.
• Comfortable navigating software and leading compelling product demonstrations and discovery calls.
• Work with MEDDPICC to support high-quality deal execution.
• Advance deals with evidence, protect pricing on value, and forecast with precision.
• 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.
• Prospect when it would be easier not to.
• Follow up one more time.
• You’re not okay with a bad quarter.

Nice To Haves

• Hunger and skill matters more than industry tenure.

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.
• 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.
• Push back on the tools when they’re wrong — help make the system smarter.
• Understand revenue management workflows well enough to run ROI conversations.
• Position an integrated platform versus point solutions.
• Know the competitive landscape inside out.
• 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

• 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 ClassPass subscription.
• Referral bonus: Earn rewards for bringing in new talent.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed