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 of B funding, we welcomed four companies to our organization and want to grow over 100 million in ARR in 2024. With more than 560 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 seeking a dynamic and experienced SaaS Sales Manager to lead our Go-To-Market (GTM), Enablement, and Automation Programs. The ideal candidate will be responsible for developing and executing strategies to drive sales growth, streamline processes, and enhance the effectiveness of our sales team. This role requires a strong combination of leadership, strategic thinking, and hands-on execution.

What you'll do:

As the Director of Sales Strategy and Execution, you will report directly to the CRO and will be part of the Management Team. The Director of Sales Strategy and Execution is responsible for ensuring the successful launch and sustained support of the sales team to achieve both regional and product level goals. This position will work closely with the CRO, CCO and our regional sales leaders to ensure that all of our sales reps and customer growth team members are properly trained, enabled and productive over the course of a sales year. The Sales Strategy and Execution team will develop programs to support our direct sales teams, customer growth teams as well as partner teams.

This position will oversee the strategy for onboarding and training reps, hand off to the regional teams, development of ongoing training and skills development and the measurement of productivity. This position will also oversee resources supporting the sales team to enable, automate and simplify the sales process in order to create more selling time and repetitions for reps. This position will also adapt sales methodologies in support of our different GTM motions including strategic sales to global chain customers as well as transactional sales and single-unit independent hotels. The overall success of this position will be defined by shorter ramp times, improved rep productivity and the achievement for product level sales targets. This position will need to work in a very collaborative fashion with our marketing, product management, customer success and growth operations teams. This person must be a data-driven leader who can be a catalyst of change within our sales function.

Where you will have impact:

  • Develop and execute the Go-To-Market strategy for new product launches and market expansions, working closely with cross-functional teams including product management, marketing, and customer success.
  • Ensure that sales playbooks are dynamic and evolving and are central to our execution strategy
  • Work closely with our data analytics teams to segment TAM and SOM markets to ensure that our sales teams are focused on our viable opportunities
  • Define and implement sales enablement programs to equip our sales team with the knowledge, skills, and resources they need to succeed, including training, content development, and sales tools.
  • Support our SDR team with effective outreach tools and processes to scale market coverage
  • Lead the design and implementation of sales automation programs to optimize sales processes, improve efficiency, and drive scalability. Working closely with Growth Operations to implement new programs
  • Manage and coach a team of sales professionals, providing guidance, support, and performance feedback to drive continuous improvement and achieve sales targets.
  • Collaborate with marketing to develop and execute demand generation programs, including campaigns, events, and lead generation initiatives.
  • Develop programs and initiatives to leverage AI and Automation to improve sales performance and improve market coverage
  • Analyze sales data and metrics to track performance, identify trends, and generate insights to inform strategic decision-making.
  • Stay abreast of industry trends, competitive landscape, and market dynamics to identify opportunities and risks, and adjust strategies accordingly.
  • Define business requirements to identify sale technology that support long term
  • Ensure that optimal utilization of all sales technology through integration into playbooks and proper documentation/ configuration
  • Be a key player in the integration of acquired companies insuring the continued growth of product lines and the integration of team members

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.

Who you are:

  • Bachelor's degree in Business Administration, Marketing, or related field; MBA or equivalent experience preferred.
  • 5+ years of experience in SaaS sales, with a proven track record of success in driving revenue growth and leading high-performing sales teams.
  • Strong understanding of SaaS business models, sales processes, and best practices.
  • Demonstrated experience in developing and executing Go-To-Market (GTM) strategies for new product launches and market expansions.
  • Proven ability to develop and implement sales enablement and automation programs to drive efficiency and effectiveness.
  • Excellent leadership and management skills, with the ability to inspire, motivate, and develop a team.
  • Exceptional communication and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels.
  • Analytical mindset with the ability to leverage data and metrics to inform decision-making and drive results.
  • Strong project management skills with the ability to manage multiple initiatives simultaneously and deliver results on time and within budget.
  • A culture carrier

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

In addition to benefits and other Lighthouse total rewards, the annual base salary for this role is between $150,000 - $177,000 + bonus plan. 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.

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