About the Position

Business Development Manager - Japan

Remote

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. Our 850+ teammates across 35 countries leverage 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.

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 and build a pipeline: Source a meaningful share of your own pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences.
Run a disciplined sales process: Using MEDDPICC to qualify and advance opportunities. Use the AI Pre-Sales Agent to identify gaps before every major call. Advance deals through stage gates with evidence, not optimism.
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 revenue management workflows well enough to run ROI conversations without a pre-sales overlay on every deal. Position an integrated platform versus point solutions. Know the competitive landscape inside out.
Drive results beyond net-new: Consistently meet and exceed sales targets through new business and by identifying expansion and upgrade opportunities within your accounts.

Requirements

Experience: 5-7 years in a closing sales role, SaaS experience is a must but hunger and skill matter more than industry tenure.
Skills: Sales, Business Development, AI, SaaS.
Languages: Fluent in English and Japanese.
Attributes: Self-directed, coachable, driven to continuously improve. Treat AI tools as a core part of your selling motion.

Nice to Have

Experience with MEDDPICC or similar qualification frameworks.
Strong business acumen with the ability to sell on value, not price.

We Offer

Flexible time off: Autonomy to manage your work-life balance.
Career development: Workshops, frameworks, and training to maximize your professional potential.
Impactful work: Shape products relied on by 85,000+ users worldwide.
Referral bonuses: Earn rewards for bringing in new talent.

About the Company

You’ll join a global Revenue team of 150+ sales professionals across 24 countries. Our team works across the full Lighthouse product suite, helping hotels, chains, and hospitality groups achieve their commercial goals. It’s a collaborative, high-energy environment with real opportunities for career growth and the chance to learn from experienced leaders as we continue to expand our market share.

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. Our commitment to equality is part of our culture. 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!

Business Development Manager - Japan

Job description