Revenue Chief of Staff

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 700+ 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? 🚀

We are seeking a Sales Chief of Staff to partner directly with the Chief Revenue Officer (CRO), responsible for defining, building, and executing key strategic initiatives for the global sales organization. This individual will collaborate closely with the entire sales management team to enhance the operational cadence and serve as a force multiplier, maximizing the effectiveness of the entire sales organization. The ideal candidate will be highly analytical, results-oriented, and an exceptional communicator, with a strong desire to contribute to a winning team and a high-performance sales culture. This role requires a data-driven decision-maker who will work closely with leadership to ensure strategic priorities are translated into actionable plans and successfully executed across the sales team.

Where you will have impact

1. Strategic Planning & Execution:

• Collaborate with the CRO and sales leadership to develop and execute the annual and quarterly sales strategy, including setting key performance indicators (KPIs) and objectives (OKRs).
• Lead high-priority strategic projects from conception to completion, such as new market entry analysis, competitive intelligence assessments, and sales process optimization initiatives.
• Work with Sales Leaders on projects to improve regional performance and market coverage including org design, compensation planning, GTM experimentation, and territory modeling
• Analyze sales performance data to identify trends, uncover opportunities, and pinpoint areas for improvement, presenting actionable insights to leadership.
• Manage the strategic planning calendar, ensuring alignment across sales, marketing, customer success, and finance.
• Plan, schedule and execute leadership meetings, pipeline reviews, QBRs, forecast check-ins, and partner with CRO on board preparation.

2. Operational Excellence & Rhythm of the Business:

• Design and manage the "rhythm of the business" for the sales organization, including QBRs (Quarterly Business Reviews), weekly forecast calls, pipeline reviews, and all-hands meetings.
• Develop agendas, create content, and facilitate key leadership meetings, ensuring they are productive and outcomes-focused. Track and drive the completion of follow-up actions.
• Partner with Sales Operations to refine forecasting models, improve CRM hygiene (e.g., Salesforce), and streamline sales processes and tools to enhance productivity. BE a strategic support partner for all sales leaders by pressure-test strategies, forecast trends, and surface growth opportunities
• Oversee the sales organization's budget, headcount planning, and territory design in partnership with Finance and HR.
• Be a key stakeholder in defining and developing the sales tech stack to optimal efficiency

3. Executive & Leadership Enablement:

• Act as a proxy for the CRO in select meetings, representing the sales organization's perspective and ensuring information flows effectively.
• Prepare high-quality presentations, executive summaries, and internal communications for the CRO for board meetings, investor updates, and company-wide presentations.
• Serve as a sounding board and trusted advisor to the CRO, providing honest feedback and challenging assumptions to improve decision-making.
• Facilitate cross-functional collaboration, acting as the key liaison between the sales team and other departments like Operations, Marketing, Product, and Finance to ensure strategic alignment.

4. Team & Culture Development:

• Champion a culture of performance, accountability, and continuous improvement within the sales organization.
• Assist in the onboarding of new sales leaders and contribute to leadership development programs.
• Manage internal communications for the sales department, ensuring clear, consistent messaging from the leadership team.
• Aligning messaging throughout the organization, aligning monthly KPI’s review, board messaging and narratives.

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?

• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Competitive compensation: Proactively maintained to value your work.
• Flexible working environment: Work from home or at one of our global offices.
• 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 50% for dependents and spouses, plus $25/month to HSA.
• Employer paid Short and Long 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.

Who you are

• Bachelor's degree in Business, Finance, Economics, or a related field.
• 7+ years of experience in a combination of roles such as sales strategy, sales operations, management consulting, or corporate strategy, preferably within a B2B SaaS or technology environment.
• Exceptional analytical and quantitative problem-solving skills; ability to translate complex data into actionable business insights. Expert proficiency in Microsoft Excel or Google Sheets is a must.
• Proven track record of leading and managing complex, cross-functional projects to successful completion.
• Executive presence, adaptability, cross-GTM collaboration, and the ability to represent the CRO across functions is a must
• Outstanding written and verbal communication skills, with a demonstrated ability to craft compelling narratives and present to executive audiences.
• High proficiency with CRM software (Salesforce preferred) and business intelligence tools (e.g., Tableau, Power BI).
• Exceptional organizational skills and an innate ability to operate with a high degree of autonomy in a fast-paced, dynamic environment.
• Strong business acumen and a deep understanding of sales methodologies and go-to-market strategies.

Preferred:

• MBA or other advanced degree.
• Direct experience as a Chief of Staff or in a similar strategic role supporting a senior executive.
• Experience in a high-growth startup environment.
• Management consulting experience from a top-tier firm.

In addition to benefits and other Lighthouse total rewards, the annual base salary for this role is $120,000.00 - 147,000.00 USD (+ bonus). 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.

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. We actively encourage applications from individuals with disabilities and are dedicated to providing reasonable accommodations throughout the recruitment process and during employment to ensure all qualified candidates can participate fully. 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. Not ticking every box? No problem! We value diverse backgrounds and unique skill sets. 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.

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.