Senior GTM Strategist

Lighthouse•Denver, CO

8d•Onsite

About The Position

This role owns the answer to how Lighthouse needs to sell into the new reality of hospitality buying, which has changed due to technology stack consolidation and the increasing importance of AI. The Senior GTM Strategist will be the subject matter expert on the modern hospitality Go-To-Market (GTM) motion, focusing on platform-based selling. This includes understanding how hotels buy, their priorities, common objections, and what constitutes a winning multi-product commercial approach, considering shifts in hospitality and the broader enterprise technology landscape, including AI. The strategist will translate this expertise into frameworks, playbooks, and enablement infrastructure, and directly enable sales representatives on platform conversations and new buying personas.

Requirements

5–7 years in B2B SaaS in a product marketing or GTM strategy role where complex, data-led products were translated into narratives for both technical and non-technical buyers, and reps were equipped to deliver those conversations.
Strong track record building positioning, messaging, competitive narrative, and sales-ready storytelling that demonstrably changes how reps sell.
Exceptional writing skills, capable of transforming dense product capabilities or shifting market dynamics into sharp, usable narratives for buyers, operators, and internal teams.
Deep customer instinct, staying close to buyer pain points, objections, and field realities to build content that holds up in real conversations.
Genuine fluency with AI concepts and their translation into business value for operators; ability to bridge what AI does and why a hotel GM or CFO should care.
Strong, active interest in enterprise AI broadly (not just hospitality), with the curiosity and discipline to track shifts across industries and translate relevance back to the business.
Active habit of staying current with new tools, shifting buyer behavior, and emerging competitive threats, with strong points of view on their impact on sales.
Experience working across sales, enablement, and marketing functions, understanding handoffs, building for all three audiences, and knowing what 'good' looks like at each layer.
Ability to influence without authority, having built trust with commercial teams and senior leaders, and knowing how to get frameworks actually used.
Ability to ramp quickly in a complex, multi-persona environment is essential.

Nice To Haves

Hospitality or travel tech experience a plus.

Responsibilities

Define the platform narrative for the sales team, detailing a fully-deployed Lighthouse for Revenue Management and Marketing teams, and how to sequence multi-product conversations.
Build sequencing playbooks for platform entry points, identifying which first-sale products create the strongest pull-through, and making them usable by all reps.
Develop value framing for the full platform, enabling reps to articulate the economics and outcomes of an integrated deployment versus a single product, and counter point-solution competitors.
Track platform motion adoption through multi-product attach rates, narrative usage, and rep confidence scores, reporting to GTM leadership quarterly.
Redesign MEDDPICC for an AI-era sale, updating qualification criteria, stakeholder mapping for expanded buying committees (CTO, CFO, IT), and stage progression logic.
Build and maintain the build-vs-buy narrative toolkit, including ROI calculator, executive brief, one-pager, and objection-handling guides.
Develop persona-specific engagement playbooks for the new AI buying committee (VP Revenue Management, VP Marketing, CTO/IT Director, CFO/GM), including discovery questions, objection responses, and champion-building guidance.
Own competitive intelligence infrastructure, including quarterly battlecard updates covering AI-native BI tools, traditional BI vendors adding AI features, and in-house build/consultant threats.
Design and deliver full-scope learning curriculum for the platform selling motion across AEs, SDRs, and Account Managers, structured using Bloom's Taxonomy.
Build learning programs content that keeps AI selling skills current, sequenced to the moments that matter in a complex, multi-stakeholder deal.
Embed updated MEDDPICC and platform positioning into every layer of enablement: playbooks, coaching tools, Allego libraries, Hyperbound simulations, and Clari Copilot frameworks.
Develop segment-specific onboarding curriculum for new AEs entering the BI motion, in partnership with Revenue Enablement Managers.
Build call scoring frameworks and curated libraries of top-performing multi-product deal conversations, translated into coaching interventions and updated learning content.
Translate token-based pricing into rep-friendly language, focusing on cost-per-outcome framing rather than raw token counts.
Build land-and-expand playbooks structured around consumption milestones, with expansion triggers tied to token utilization thresholds.
Maintain an ongoing view of shifts in hospitality technology buying and the broader enterprise landscape, including AI trends, and translate relevant insights into Lighthouse's GTM strategy.
Ensure sales reps have accurate, current AI knowledge to avoid citing outdated trends or positioning.
Produce regular internal briefings to keep leadership and GTM teams aligned on market direction and its implications for sales strategy.

Benefits

Competitive compensation (Salary Range: $90,000.00 - $99,500.00 + Bonus)
Flexible working environment (work from home or 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 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 paid primary caregiver leave, 3 weeks 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