Enterprise Account Director

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? 🚀

We are expanding internationally and are looking for a full-time Enterprise Account Director. The ideal candidate will be located in Denver, CO or Dallas, TX. 

What you will do: 

As Enterprise Account Director, you are responsible for the strategic positioning of Lighthouse in our Global Chain accounts.You will work with the VP of Enterprise Sales to identify and advance opportunities, understand risks in the account and provide solutions to mitigate any threats.You understand the business drivers and strategic goals within the account and are responsible for global alignment of the account across all products and services. You cultivate and maintain relationships with existing key global contacts while giving guidance to our regional Enterprise team members. You are responsible for a portfolio of Global Chains  providing top notch customer service and helping key customers to adopt our comprehensive commercial platform.You will provide professional leadership input to the Enterprise team & define and proactively run specific strategic customer projects. You will act as an advisor to the Chief Customer Officer and a thought leader in our business and for our customers. Reporting directly to the Chief Customer Officer you contribute to the strategy for strategic accounts and ensure the strategy is executed.

Where you will have impact: 

Strategic responsibilities

• Commercial responsibility for a portfolio of Global chain clients
• Relationship management: work with VP of sales to map account relationships and understand the impact of turnover in accounts and org changes 
• Participate in strategic account planning, help identify cross-sell & upsell opportunities to enable portfolio growth
• Ability to identify pipeline opportunities in the market and work closely with VP of sales to execute deal strategics 
• Build relationships with partners who are also working in your assigned accounts (IDeaS, etc)
• Organize impactful QBR's for multiple stakeholders to solidify the value of our products and implement a regular communication plan that keeps alignment in the account on our solutions and the value we can create
• Articulate Lighthouse’s value proposition to C-level management 
• Describe the type of cross continent support you would need (being able to work as part of global team, while ensuring Global and Regional success). 
• Be able to lead and follow at the same time.

Commercial responsibilities

• Provide high touch customer service, including escalation and coordination of support issues as needed.
• Forging strong working relationships with clients and genuinely understanding their unique needs. 
• Be the customer’s voice within Lighthouse– empowering cross-functional internal teams to deliver world-class results and improve the entire customer experience.
• Drive 130% NRR growth on a global portfolio basis by driving penetration of current and new solutions via Head office agreements.

About our team:

Our Customer Growth team is a closely collaborative team of 28 professionals from around the world. Led by one of the founders of Lighthouse, our team focuses on nurturing client relationships. Our team has two primary objectives: retain clients' business and grow those opportunities. They accomplish these objectives by learning what their clients' goals are and helping their clients achieve them. Our team has a strong hospitality background and understands the importance of delivering exceptional customer experiences.

What's in it for you? 

• Flexible working environment: Work from home or at one of our global offices.
• 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.

Who you are:

• Experience in a senior customer facing role as an Account Director/Account Manager/Enterprise Sales/Enterprise Customer Success Manager or similar
• Track record of achievement selling enterprise solutions vs retention; renewal upsells; POV conversions
• In-depth knowledge of the hospitality industry and communicating with CEOs, CMOs, VPs and Directors in the hospitality industry with the ability to effectively interface with all levels and teams on a formal, informal, written and verbal basis.
• Strategic & consultative individual who is able to build trusted relationships with stakeholders up to C-Level, but also commercially-savvy with the aptitude to own the commercial relationship
• Desire to work for a fast-paced dynamic tech start-up
• Demonstrated experience in a high-growth business, entering new markets or defining a new category, building and managing new territories
• Demonstrated ability to ensure achievement of client objectives and company financial objectives through an understanding of client objectives and influencing and directing internal product and operations teams.
• Experience working with, influencing and collaborating with cross-functional leadership
• Experience understanding and using data for decision making, forecasting, and informing strategy
• Skilled at building rapport, opening doors, and understanding business requirements of senior decision makers
• A consultative style, strong experience retaining and growing clients and the ability to thrive in a fast-paced environment

At Lighthouse you join our high performance #bestteamever where you can be a part of growing and developing a market leading technology platform. We are a rapidly growing company and are looking for passionate and talented team players. With extensive training and development programs the opportunities to succeed here are endless, as we continue our journey to innovate and disrupt with our cutting-edge technology.

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.