Regional Sales Manager- BI Team

Our Mission: Why Lighthouse? 

At Lighthouse, we’re on a mission to revolutionize commercial strategy as hospitality’s most powerful AI platform. We take the world's largest hotel data network and transform it into real-time intelligence that drives action. We don't just deliver insights; we empower businesses to make decisions that move revenue. 

With $370M in Series C funding and over $100M in ARR, we are scaling at lightspeed. Our 850+ teammates across 35 countries aren't just building software—they are leveraging 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, including every one of the top 15 global chains and thousands of independent hotels that consistently outperform their markets. With Lighthouse AI, the intelligence gets deeper. Decisions get smarter. Actions get faster. We help hoteliers be first to act.

Lighthouse Values: Our guiding light

We are Lumineers. Our shared values keep us on a collaborative path fostering a cultural and customer centric environment

• Pursuit of greatness: We’re innovators who care deeply about our customers’ success. Our team brings their best work, stays curious, and delivers excellence through attention to detail
• Meaningful work matters: We make every moment count by knowing what to deliver, why it matters, and how it drives Lighthouse forward
• Elevate each other: We don’t just work together - we grow together. What unites us is understanding each other as people and working toward shared goals

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? 🚀

Job Details

• 💼 Revenue
• 📍 Denver, CO
• 🕜 Full-Time/Hybrid
• 💰 Compensation
  • Salary Range: $102,000.00 - $130,000.00 (Variable: $60,000.00)
  • Equity: This role is eligible for our stock option plan

The Role

You'll lead 6–8 Account Executives focused on our Business Intelligence (BI) product, owning their development, discipline, pipeline health, and quota attainment. This is a coaching-first role powered by AI. You arrive at every 1:1 with a diagnosis, not a blank agenda, and hold the team to the same standard of AI adoption in every workflow. You are managing a team whose foundation is human reps doing the work, although transforming that work to be powered by AI and superhuman intelligence. You are expected to be a genuine power user of both and be leading by example as an AI thought leader in sales discipline.

Where you will have impact

Coach First, Manager Second

• Run 1:1s as coaching conversations using call intelligence and MEDDPICC completeness data. No blank agendas.
• Use the Coaching Agent to identify behavioral patterns in discovery, qualification, and objection handling that are driving losses. Coach to the pattern, not the deal. Enforce what is supporting the wins.
• Prescribe targeted practice: AI simulations for skill gaps, gametape review for positioning, MEDDPICC role-plays for qualification gaps. Every session ends with a specific action.
• Track rep development across Developing / Proficient / Expert tiers. Invest disproportionately in middle performers. Develop at least one rep/year into a promotion-ready candidate.

Set the Tempo; Every Week, Every Quarter

• Own the weekly MOM planning cadence. Every Monday begins with clarity on the number, the gap, and the plan.
• Run pipeline reviews that inspect MEDDPICC completeness, velocity, and honest close probability, not rep-stated probability. Do not let your reps be the ones hallucinating in the Forecast call. 
• Hold the outbound standard. Every rep on this team is a hunter, not an order-taker.

Forecast With Conviction

• Deliver a weekly commit from genuine deal-by-deal analysis not a rollup of CRM updates.
• Call risk early with a mitigation plan. Your VP hears about slipping deals from you, not from end-of-month data.
• Use AI forecasting signals to cross-check your judgment, eventually this should become the habit without questions. When data diverges from the gut, investigate before dismissing.

Direct the Human-AI Team

• Ensure every rep uses the Enablement Agent before major calls as a competitive advantage, not a checkbox.
• Use the Pre-Sales Agent's MEDDPICC gap analysis as the agenda for deal reviews. Engage Coaching Agent outputs weekly in every 1:1.
• Flag low-quality agent outputs to the AI Ops Lead with specifics. You are a quality signal for the system, not just a user of it.

Make MEDDPICC Non-Negotiable

• Run deal reviews by interrogating MEDDPICC elements. No Economic Buyer accessed = deal doesn't move.
• Know completeness rate by rep and by stage at all times. Own it as a leading coaching KPI. Assign Hyperbound simulations as the first response to qualification gaps.

Build the Attainment Distribution

• Accountable for distribution improvement YoY  not just aggregate quota. Two over-performers and six underperformers is a development crisis.
• Know the skill gap vs. will gap for every rep. Run quarterly development reviews focused on capability growth, not quota.

About our team

Lighthouse's revenue organization spans 150+ sales professionals across 24 countries. RSMs are the cultural architects of that team — translating strategy into daily behavior, making ambitious targets feel achievable, and building the next generation of Lighthouse leaders. You'll work closely with VP-level sales leadership, Enablement, RevOps, and the AI Operations team. Your voice shapes how the agent infrastructure evolves, how MEDDPICC enforcement improves, and how capability compounds year over year.

What's in it for you?

• 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.
• Vision and Dental Insurance: Dental Buy-up plan option, 50% company contributions to premiums for both employees, dependents and spouses for both.
• 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.

Who you are

You are a builder of people, not a manager of reports. Obsessed with why a rep is struggling, not just with the fact that they are.

• Coach First; diagnose before prescribing; reps leave 1:1s with clarity on what to do differently and the confidence they can do it.
• AI-Native; you use AI tools in your own management workflow every week. You can't credibly require your reps to use what you don't use yourself. This is a deal-breaker.
• Data-Driven; you read AI and CRM outputs as coaching inputs, not reporting outputs.
• Accountable; you own the team's number without excuses and fix bad process instead of citing it.
• Tempo-Setting; you know where you are vs. quota every day of the quarter. Never surprised by a bad month.
• Hungry; you want your team to win more than you want to avoid conflict. Hard conversations happen early, not late.

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!

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