Winback Account Executive

Lighthouse • Denver, CO

17h • 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? 🚀
Job Details:
💼 Department Name Revenue
📍 Job Location Denver or Dallas (Remote candidates will be considered based on experience)
🕜 Working Model Full-Time/Hybrid | Full-Time Remote
💰 Compensation Salary Range: $70,000.00 - $80,000.00 base + variable (110k OTE)

Requirements

• 1-3 years of experience in a heavy outbound sales role.
• SaaS experience is a must but hunger and skill matters more than industry tenure.
• A track record of meeting and exceeding high-volume activity targets and KPIs.
• At least one year of closing experience in a fast-paced sales environment.
• An entrepreneurial spirit with the grit and tenacity to build and refine a new process from the ground up.
• Highly adaptable and comfortable navigating ambiguity in a newly established role.
• Experience working collaboratively in a complex sales cycle involving multiple internal teams.
• Experience thriving in a startup or scale-up environment.
• Exceptional research and prospecting skills to uncover new contacts and opportunities.
• Self-directed, coachable, and driven to continuously improve. You seek feedback on your calls, your pipeline, and your positioning — and act on it within the next deal, not the next quarter.
• You treat AI tools as a core part of your selling motion, not a novelty. You adopt new tooling quickly and bend it to your style.
• Strong business acumen with the ability to sell on value, not price.
• Confident engaging stakeholders from GMs to C-suite.
• You want to win. You prospect when it would be easier not to. You follow up one more time.
• You’re not okay with a bad quarter.

Nice To Haves

• Experience with MEDDPICC or similar qualification frameworks is a plus, not a requirement. What matters is that you bring discipline and structure to how you run deals.
• Direct experience within the hospitality or hotel technology industry.
• Previous experience in a role focused on renewals or win-backs.
• An interest in or experience with using AI tools to enhance your sales workflow.

Responsibilities

• Own your territory and your number.
• Prospect into a dedicated list of former customers who have recently changed their management or ownership structure.
• Hunt and build a pipeline.
• Conduct in-depth research to identify where these properties have moved and uncover the new key decision-makers.
• Re-engage these warm leads to demonstrate the value of continuing their partnership with Lighthouse under their new organization.
• Run a disciplined sales process.
• Manage the full sales cycle to re-sign these accounts, mitigating churn and retaining crucial revenue.
• Collaborate closely with Account Managers and other Account Executives to ensure a seamless transition and co-selling process.
• Identify and pursue expansion opportunities by upgrading re-signed customers to new products or comprehensive plans.
• Maintain a high volume of strategic outreach, with a strong emphasis on impactful phone calls to build relationships quickly.
• Use AI as a force multiplier.
• Leverage the Enablement Agent 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.

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: Entry Level
• Education Level: No Education Listed