About the Position

Account Executive (Acquisition)

Location: Denver, CO or Dallas, TX

Type: Full-time / Hybrid

Compensation:

Salary Range: $75,000.00 - $94,500.00
Commission: $135,000.00 - $154,500.00 OTE

About Our Mission

At Lighthouse, we’re on a mission to revolutionize commercial strategy as hospitality’s most powerful AI platform. We transform the world's largest hotel data network into real-time intelligence that drives action. With $370M in Series C funding and over $100M in ARR, we are scaling at lightspeed. Tens of thousands of hotels across 185 countries trust Lighthouse to execute their commercial strategy.

Responsibilities

Own your territory and your number: Build and execute a strategic territory plan to generate a net-new pipeline. Maintain 3x pipeline coverage, forecast honestly, and take full accountability for your results.
Hunt into net-new accounts: Cold, outbound prospecting into ideal customer profile accounts is the core of this role. Use AI for account research, buying signals, sequencing, and first-touch personalization.
Expand low-adoption customers: Identify customers who use a single Lighthouse product and turn them into full-platform accounts. Work with Customer Success on the handover.
Turn small deals into big deals: Treat every opportunity as a platform deal. Qualify for the full scope early, bring in every stakeholder, and build the business case for the whole solution.
Run a disciplined sales process: Use MEDDPICC to qualify and advance opportunities. Leverage AI to identify gaps before major calls and advance deals through stage gates with evidence.
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.
Become a hospitality expert: Understand the commercial challenges hotels face and position Lighthouse’s full platform as the integrated solution.
Build relationships at a distance: Earn trust over video, phone, and email. Partner with Product to share market feedback and represent Lighthouse at industry events.

Requirements

Experience: 2–5 years in a closing sales role, SaaS experience is a must but hunger and skill matter more than industry tenure.
Skills: Sales, AI, MEDDPICC, SaaS.
Attributes: A hunter by instinct, self-directed, coachable, driven to continuously improve, fantastic communicator, strong business acumen.

Nice to Have

Experience with MEDDPICC or similar qualification frameworks.

We Offer

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 both employees, dependents, and spouses
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

About the Company

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? 🚀

Diversity, Equity, Inclusion, and Belonging

Thank you for considering a career with Lighthouse. We are committed to fostering a diverse and inclusive workplace that values equal opportunity for all. We welcome candidates from all backgrounds, regardless of age, gender, race, religion, sexual orientation, and disability. 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!

Account Executive (Acquisition)

Job description