Regional Sales Manager- BI Team

Lighthouse • Denver, CO

7d • $102,000 - $130,000 • Hybrid

About The Position

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? 🚀

Requirements

• You are a builder of people, not a manager of reports. Obsessed with why a rep is struggling, not just with the fact that they are.
• Coach First; diagnose before prescribing; reps leave 1:1s with clarity on what to do differently and the confidence they can do it.
• AI-Native; you use AI tools in your own management workflow every week. You can't credibly require your reps to use what you don't use yourself. This is a deal-breaker.
• Data-Driven; you read AI and CRM outputs as coaching inputs, not reporting outputs.
• Accountable; you own the team's number without excuses and fix bad process instead of citing it.
• Tempo-Setting; you know where you are vs. quota every day of the quarter. Never surprised by a bad month.
• Hungry; you want your team to win more than you want to avoid conflict. Hard conversations happen early, not late.

Nice To Haves

• 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!

Responsibilities

• Lead 6–8 Account Executives focused on our Business Intelligence (BI) product, owning their development, discipline, pipeline health, and quota attainment.
• Run 1:1s as coaching conversations using call intelligence and MEDDPICC completeness data.
• Use the Coaching Agent to identify behavioral patterns in discovery, qualification, and objection handling that are driving losses. Coach to the pattern, not the deal. Enforce what is supporting the wins.
• Prescribe targeted practice: AI simulations for skill gaps, gametape review for positioning, MEDDPICC role-plays for qualification gaps. Every session ends with a specific action.
• Track rep development across Developing / Proficient / Expert tiers. Invest disproportionately in middle performers. Develop at least one rep/year into a promotion-ready candidate.
• Own the weekly MOM planning cadence. Every Monday begins with clarity on the number, the gap, and the plan.
• Run pipeline reviews that inspect MEDDPICC completeness, velocity, and honest close probability, not rep-stated probability.
• Hold the outbound standard. Every rep on this team is a hunter, not an order-taker.
• Deliver a weekly commit from genuine deal-by-deal analysis not a rollup of CRM updates.
• Call risk early with a mitigation plan.
• Use AI forecasting signals to cross-check your judgment, eventually this should become the habit without questions. When data diverges from the gut, investigate before dismissing.
• Ensure every rep uses the Enablement Agent before major calls as a competitive advantage, not a checkbox.
• Use the Pre-Sales Agent's MEDDPICC gap analysis as the agenda for deal reviews. Engage Coaching Agent outputs weekly in every 1:1.
• Flag low-quality agent outputs to the AI Ops Lead with specifics.
• Run deal reviews by interrogating MEDDPICC elements. No Economic Buyer accessed = deal doesn't move.
• Know completeness rate by rep and by stage at all times. Own it as a leading coaching KPI. Assign Hyperbound simulations as the first response to qualification gaps.
• Accountable for distribution improvement YoY not just aggregate quota. Two over-performers and six underperformers is a development crisis.
• Know the skill gap vs. will gap for every rep. Run quarterly development reviews focused on capability growth, not quota.

Benefits

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

What This Job Offers

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