Manager, Sales 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 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? 🚀

What you will do #LI-Hybrid #LI-DN1

We are seeking a dynamic, passionate and results oriented individual to join the Lighthouse team leading a team of Sales Development Representatives focused on management companies, global chains, and independent properties while simultaneously leading a high performing independent full sales cycle team. The ideal candidate will have a proven track record of developing and executing a high performing small business team while enforcing and enhancing our current process to ensure successful outreach and sell through to our prospective customers This is a chance for the right candidate to turbo charge their careers and come into a fast pace high growth environment.

Where you will have impact

Leadership and Team Management

• Recruit, train, and mentor a team of SDRs to achieve and exceed pipeline generation targets and Independent Sales reps to consistently sales goals both which align with company goals.
• Conduct regular one-on-one coaching sessions to develop team members' skills in prospecting, qualifying leads, and closing initial sales conversations.
• Foster a positive, high-energy team culture that encourages collaboration, continuous learning, and a growth mindset.

Pipeline Generation

• Set team KPIs for both teams as well as individual targets aligned with company revenue goals.
• Oversee the execution of outbound prospecting strategies (cold calls, emails, social selling) to identify new business opportunities.
• Ensure independent sales team members create adequate pipelines and follow sales processes to hit assigned goals.
• Partner with marketing and Regional Sales Managers to ensure alignment on lead generation and conversion strategies.

Data-Driven Decision Making

• Monitor and analyze key performance metrics to identify areas of improvement and optimize team performance.
• Use CRM tools (e.g., Salesforce, Groove) to track team activities, manage leads, and generate reports for leadership.
• Implement process improvements to streamline workflows and enhance overall efficiency.

Market Expertise

• Develop a deep understanding of the independent segment, including customer pain points, buying behaviors, and competitive landscape.
• Understand management companies as well as ownership groups and global brands and build a plan to ensure successful outreach
• Collaborate with product and marketing teams to refine messaging and tailor outreach strategies to all prospects.

Cross-Functional Collaboration

• Serve as the bridge between the SDR team, Business Development Managers, Marketing and Regional Sales Managers to ensure smooth lead handoffs and alignment on qualification criteria.
• Share insights from the field to influence marketing campaigns, go to market strategies, and overall sales acceleration.

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.

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

• Bachelor’s degree in Business, Marketing, or related field (or equivalent experience).
• 3+ years of experience in sales development or inside sales, with at least 1-2 years in a leadership or management role.
• Proven track record of meeting or exceeding team sales targets, especially in SMB markets.
• Strong understanding of CRM systems (e.g., Salesforce) and sales enablement tools (Groove)
• Excellent communication, coaching, and leadership skills.
• Ability to analyze data, identify trends, and implement process improvements.
• Passion for mentoring and helping team members grow their careers.
• Preferred: Hospitality experience and/or knowledge of lead generation best practices and outbound sales strategies

In addition to benefits and other Lighthouse total rewards, the annual base salary for this ranges from $80,000.00 - $95,000.00 USD + 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.

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.