Director of Strategic Business Development

At Lighthouse, we’re on a mission to disrupt commercial strategy for the hospitality industry. Our innovative commercial platform takes the complexity out of data, empowering businesses with actionable insights, advanced pricing tools, and cutting-edge business intelligence to unlock their full revenue potential.

Backed by $370 million in series C funding and driven by an unwavering passion for growth, we’ve welcomed five companies into our journey and have surpassed $100 million in ARR in 2024. Our 850+ teammates span 35 countries and represent 34 nationalities.

At Lighthouse, 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? 🚀

What you will do:

We are seeking a dynamic Strategic Business Development Director to spearhead our enterprise sales strategy across the AMER region. This role presents a unique opportunity for a seasoned professional with a proven track record to drive growth through strategic sales practices, industry connections, and innovative solutions. You will be responsible for positioning our comprehensive portfolio—including legacy products, newly acquired offerings, and upcoming innovations—to major local and global hotel chains.

Where you will have impact:

• Strategic Account Management: Develop and execute growth strategies for top-tier management companies, ensuring alignment across Sales, Marketing, Account Management, and Product teams.
• Revenue Generation: Drive new revenue growth through account expansion, pricing strategies, new product positioning, and churn mitigation.
• Establish a process for strategic account level regular business reviews that improved stakeholder buy in and is a catalyst for developing a pipeline of future account expansion, new product adoption and other growth opportunities.
• Product Expertise: Become a subject matter expert on all Lighthouse products, insights, and business intelligence, managing customer stakeholders to achieve positive outcomes.
• Client Engagement: Interface with clients to resolve data discrepancies, address use cases, and identify future needs. Cultivate and expand relationships with C-Level and VP-level contacts, particularly in revenue management, sales, distribution, and franchise operations.
• Collaboration with Product Teams: Work closely with the Product team to understand and anticipate the needs of key accounts, providing feedback to support the development of future products.
• Develop a deep understanding of the market segment and customer needs to inform sales strategies and product development.
• Support key accounts during change management events to migrated processes and data feeds to better support business accounts and product stability and accuracy.
• Internal Advocacy: Communicate effectively across departments to advocate for both client needs and Lighthouse's strategic objectives.
• Present thought leadership content at industry conference and events with key client attendees.

Who you are:

• Experience: 5+ years in strategic sales or revenue management within the hospitality industry.
• Relationships: Proven network of C-level contacts within major global hotel chains and management companies.
• Deal Management: Expertise in enterprise deal management, with a disciplined approach to executing complex deals through detailed accounts plans.
• Industry Knowledge: Strong understanding of the hospitality technology ecosystem and revenue management principles.
• SaaS Sales Expertise: Deep understanding of the SaaS business model and demonstrated ability to handle complex enterprise SaaS deals.
• Communication Skills: Excellent verbal and written communication skills with the ability to articulate opportunity scope, impact, and business outcomes.
• Salesforce Proficiency: Advanced knowledge of Salesforce for effective sales management.
• Results-Driven: Demonstrated ability to drive results and handle challenges with a hands-on approach.

About our team:

Join our dynamic Revenue team of over 130 sales professionals globally, represented in 24 countries, who are passionate about driving revenue and expanding our market share in the hospitality industry. As a large department with various roles, our team offers many opportunities for growth and career development. Our team works closely with customers, (including hotels, chains, STR and more) to help them achieve their revenue goals. As a member of our team, you'll have the opportunity to work with a dynamic group of professionals, learn from experienced leaders, and contribute to the success of our organization.

• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Competitive compensation: Proactively maintained to value your work.
• Flexible working environment.
• 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.
• Employer paid Short Term Disability + $50,000 Life Insurance
• Parental leave: 12 week company paid primary caregiver leave, 3 week company 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 bonuses: Earn rewards for bringing in new talent.

In addition to benefits and other Lighthouse total rewards, the annual base salary for this role is $120,000 - $140,000 + commission We benchmark our salary ranges for new hires in relation to the role, level, and role location; however, we consider a multitude of factors, to include relevant experience, skills, and education/training, to determine compensation within the identified range.