Head of Sales

Lighthouse•San Francisco, CA

4d•Onsite

About The Position

Lighthouse is the fastest immigration solution for frontier companies. We start where the stakes are highest — U.S. employment-based immigration for the companies building frontier AI and hard tech. Our customers include Cursor, Thinking Machines, Exa, Ramp, MatX, and Atomic Semi. We’re looking for a Head of Sales to build and lead the sales function at Lighthouse. You’ll inherit a strong foundation and take ownership of turning it into a disciplined, predictable sales engine. This is a player-coach role. You’ll lead and develop our sales team while staying close to the work — carrying a personal quota initially, opening doors, running deals, and learning firsthand what makes our customers buy. At the same time, you’ll build the forecasting, playbooks, processes, and team we need to scale. We’re looking for someone who has seen great sales organizations up close but still loves building. You’re curious about customers, rigorous about process, and ambitious about becoming an exceptional sales leader.

Requirements

You’ve been a successful AE and sales manager, with experience sourcing and closing business and helping other sellers succeed.
You have experience in an early-stage B2B technology company where you had to create process, playbooks, and structure rather than inherit them.
You’re highly curious and an exceptional story teller — you ask great questions, do your research, and genuinely want to understand how a customer and their business work.
You’re a process-driven, analytical operator who can point to measurable improvements you've made to pipeline, forecasting, conversion, rep performance, or revenue.
You have strong executive presence and a builder mentality. You can open doors through relationships, sell credibly to senior buyers, and want to grow into the kind of leader who can eventually build and run a much larger sales organization.
Proven GTM execution at a high-growth startup and the drive to build something from the ground up.

Nice To Haves

You deeply understand our customers, sales motion, pipeline, and team.
You're actively selling alongside the team and have established a clear operating cadence for pipeline, forecasting, and coaching.
You're forecasting within ~10%, our sales definitions and playbooks are documented and consistently used, the team is performing against clear expectations, and you've demonstrated that you can personally source and close Lighthouse customers.
Lighthouse has a predictable, scalable sales engine with the team, capacity plan, processes, and operating infrastructure to support our next stage of growth.

Responsibilities

Lead and develop the sales team. Manage the sales team, onboard and train new sellers, and build a team where great people consistently get better.
Own the sales operating system. Build and continuously improve our sales definitions, playbooks, forecasting, pipeline management, discount approvals, and core processes.
Sell alongside the team. Carry a personal quota for your first ~6 months, source and close your own business, and use what you learn to make the broader team better.
Build a predictable sales engine. Own bottom-up forecasts, understand team capacity, and determine when and where we need to add sales resources.
Bring the market back into Lighthouse. Build tight feedback loops with Growth, Customer Experience, Legal, and Product so what we're hearing in sales consistently makes the rest of the company better.