Director, Solutions Engineering

Lighthouse•Denver, CO

8d•$127,000 - $162,000•Hybrid

About The Position

Lighthouse is hiring a Director, Solutions Engineering to lead its global Solutions Engineering team across AMER, EMEA and APAC, while directly supporting AMER field sales. The role is part of Revenue Excellence, alongside Enablement and Sales Automation, and works closely with Sales, Account Management, Product and Engineering to help deliver high-value, healthy-margin deals and successful customer outcomes. The Director will own the methods, tools, processes and best practices used to understand customer challenges and develop tailored solutions. This includes maintaining the quality of technical discovery and customer-facing solution design, leading the global RFP and RFI process, and ensuring solutions are clearly documented and deliverable by Implementation, Support and Customer Success. The role also maintains the Solutions Center, supports product storytelling, advises on go-to-market strategy for Benchmark Insight, and reports on pipeline, forecasts, bid reviews and team KPIs. The position is based in Denver, Colorado, and follows a full-time hybrid working model. The listed salary range is $102,000–$130,000, with bonus and on-target earnings of $127,000–$162,000.

Requirements

Senior leadership experience in hospitality technology or SaaS, including experience leading a presales or solutions engineering team.
Knowledge of hotel commercial operations, including revenue management, distribution, benchmarking and data analytics.
Knowledge of how RMS, PMS, CRS and distribution technologies fit together.
Understanding of integration methods, data transfer, security and solution architecture, with the ability to create clear solution diagrams.
Experience leading RFP and RFI responses and large, complex deals, with the ability to estimate time and resources reliably.
Understanding of SaaS and DaaS delivery models and the factors that make a deal profitable and sustainable.
Clear written and verbal communication skills, including the ability to explain complex ideas simply to executives and industry experts.
Attention to detail, documentation and results, and willingness to work hands-on.
Ability to work across time zones and manage multiple priorities.

Nice To Haves

Expert use of Salesforce.
Experience with Looker or other business intelligence tools.
Experience with hotel data, benchmarking or market intelligence products.

Responsibilities

Lead, coach and develop a global team of solutions engineers across AMER, EMEA and APAC; set priorities, coverage and performance standards, and build the team bench.
Create a feedback loop between the field, Product and Engineering so customer insights can inform the product roadmap.
Serve as solutions lead for AMER field sales on enterprise hotel groups, management companies and regional chains, including executive meetings and QBRs.
Own the global RFP and RFI process, including response strategy, quality and turnaround.
Lead customer discovery to identify business drivers, risks and technical requirements, and map Lighthouse solutions to them with clear ROI measures.
Advise customers on data models, integrations, security and delivery, and communicate solution value to executives.
Set solution-design standards for scoping, configuration documentation, solution diagrams and statements of work.
Ensure solutions can be delivered by Implementation, Support and Customer Success.
Own and improve the Solutions Center so Lighthouse employees can request solutions engineering support.
Partner with Sales and Product Marketing on sales decks and storytelling for Business Intelligence, Benchmark Insight and Parity Insight.
Drive product-market fit for more complex products.
Lead go-to-market planning for Benchmark Insight by assessing the current state and recommending a path forward.
Report on pipeline, bid reviews, forecasts and team KPIs.

Benefits

Flexible working environment, with the option to work from home or at a global office.
Flexible time off.
401(k) matching up to 4%.
Two Blue Cross Blue Shield health plans, with a 99% company contribution to the base plan and 75% contribution for dependents and spouses.
$25 per month contribution to an HSA.
Dental insurance, including a buy-up plan option, with 50% company contributions to premiums for employees, dependents and spouses.
Vision insurance, with 50% company contributions to premiums for employees, dependents and spouses.
Confidential, free Employee Assistance Program.
Employer-paid short-term disability insurance.
$50,000 life insurance.
12 weeks of company-paid primary caregiver leave and 3 weeks of company-paid secondary caregiver leave.
$1,500 new parent bonus.
Four-week flexible return-to-work plan for new parents.
ClassPass subscription subsidized up to 80%.
Referral bonus.