Business Development Manager (Account Executive)

At Lighthouse (formerly OTA Insight), we’re on a mission to reimagine commercial strategy for the hospitality industry. Our commercial platform simplifies data, transforming complexity into confidence with actionable market insights, business intelligence, and pricing tools that maximize revenue.

We successfully raised 80 million in series B funding, we welcomed four companies to our organization and want to grow over 100 million in ARR in 2024. With more than 650 teammates illuminating the way, representing 34 nationalities living in 35 different countries of which 175 in Belgium alone, we are a fun, collaborative and committed team that works hard to achieve amazing results. Ready to take off and join this rocketship in revolutionizing the hospitality sector?

What you will do

We are expanding internationally and are looking for a full-time Business Development Manager (Account Executive). Ideally this person will be located in Denver, CO or Dallas, TX and will have the ability to come into the office 2-3 times per week.

Where you will have impact

• Source potential client opportunities via cold calling, (cold) emailing campaigns, and through interaction with professional industry network groups.
• Build, organize, and execute a business development plan to achieve business aims and sales targets.
• Utilize and develop innovative strategies to maximize results and win over challenging targets.
• Respond to all incoming product enquiries, referrals, and leads in a timely and effective manner.
• Preparation of accurate quotes, development, and presentation of proposals to clients in a professional and confident manner.
• Organization of online (WebEx webinar) or personal product demonstrations and advanced training sessions.
• Maintain accurate records of your business development activities on Lighthouse's CRM system.
• Achieve sales KPI's and targets.
• Sales to be finalized in a timely manner, with a focus being placed on being proactive.
• Maintain regular contact with prospective clients and new accounts.
• Continue to identify upgrade opportunities with the existing client base and generate new sales from these organizations.
• Contract negotiation as required, maintaining a balance between optimal service, value for the client and Lighthouse’s profit margins.
• Ensure all documentation is complete post-sales to set up trials, and to move the client to a subscription.
• Provide client feedback on products to the Product Development team so that products can be reviewed in line with the feedback.
• Attend meetings, (inter)national conferences and organize regional road shows as required.
• Demonstrate commitment to the team to ensure the team achieves its goals, objectives and service level agreements (SLA's).
• Adopt the relevant processes, procedures, and policies to ensure a consistently high level of service is adhered to.
• Where necessary, identify shortfalls in the process and procedures and suggest process improvements.

About our team

Join our dynamic Revenue team of over 150+ 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.

What’s in it for you?

• Hybrid working environment
• Flexible time off: Autonomy to manage your work-life balance.
• Career development: Workshops, frameworks, tools, training, and processes to realize your full potential.
• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Competitive compensation: Proactively maintained to value your work.
• 401k matching: Up to 4%.
• Health insurance: Three Blue Cross Blue Shield plans with 99% company contribution to the base plan and 50% for dependents and spouses, plus $25/month to HSA.
• 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 $70,000 - $80,000 + commission ($130,000-$140,000 OTE). 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.

Who you are

• A minimum of a Bachelor's Degree in Hospitality, Business, Communication, Finance, Economics or other relevant field
• You have 2+ years relevant experience in business development in the hospitality business, or with a SaaS company
• Relevant experience in revenue management or knowledge of different Hotel PMS & RMS software is a big plus
• You are able to effectively interface with all levels and teams on a formal, informal, written and verbal basis
• You are comfortable navigating software and conducting webinars/tutorials
• You have a focused, “hunter” mentality to find, solicit, and drive new business to the company
• You are fluent in English and preferably one other native language
• You have experience with SalesForce, or other CRM systems and related sales tools
• Of course, you have excellent written and oral communication skills and demonstrates a high level of diplomacy

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 not just a policy; it's part of our culture.

If you share our passion for innovation and teamwork, we invite you to join us in shaping the future of the hospitality industry. At Lighthouse, our guiding light is to be an equal opportunity employer, and we encourage individuals from all walks of life to apply.

We value the unique perspective and talents that you bring, and we're excited to see how your light can shine within our team. We can't wait to meet you and explore how we can grow and succeed together, illuminating the path towards a brighter future for the industry.