Regional Sales Manager - Independent Hotels

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 rapidly expanding our global reach and are seeking a full-time Regional Sales Manager, Independent Hotels to lead our sales efforts reporting into the Vice President, Sales AMER. In this pivotal role, you will be instrumental in driving the growth of our indie platform sales by empowering and guiding a high-performing team of full-cycle sales executives.

What You'll Do:

As an Independent Hotel Sales Manager, you will primarily be responsible for managing a team of approximately 7 to 10 full-cycle sales representatives, ensuring they consistently achieve and exceed their sales quotas. Your key responsibilities will include:

• Building a World-Class Sales Organization: Develop and nurture a best-in-class sales team, enabling each representative to maximize sales revenue and consistently meet or exceed established targets for our indie platform.

• Strategic Sales Planning: Collaborate with representatives to develop and implement specific, data-driven plans that ensure both long-term and short-term sales growth.

• Deal Execution and Closure: Provide hands-on support to your team on deal execution, offering guidance and assistance in closing key opportunities with independent hotel partners.

• Market and Product Expertise: Leverage your deep market knowledge of the independent hotel sector and our platform's product expertise to assist the team during demonstrations with partners or prospects, and actively participate in crucial calls with external stakeholders.

• Funnel Management: Ensure representatives clearly understand the necessary sales funnel volume to sustain success, and work closely with them on demand generation activities to build a robust pipeline.

• Performance Monitoring and Management: Measure and manage key business KPIs, ensuring that representatives have a clear and consistent understanding of performance metrics and what defines success.

• Team Alignment and Communication: Lead various team calls and internal meetings to ensure clear communication, consistent expectations, and strong team alignment across all sales initiatives.

• Accurate Sales Forecasting: Conduct weekly forecast calls to ensure accurate monthly and quarterly sales projections, providing reliable insights into future revenue for our indie platform.

• Custom Deal Pricing (as needed): Liaise directly with sales representatives on specific pricing strategies for customized deals tailored to different markets.

• Process Optimization: Identify and address any missing or outdated sales processes. Collaborate closely with Sales Operations to develop or redesign best practices that streamline workflows and make it easier for representatives to sell our indie platform.

• Cross-Functional Collaboration: Partner effectively with field marketing and corporate marketing teams to ensure seamless communication and collaboration, maximizing the performance of the lead funnel.

• Holistic Business Integration: Work across various lines of business, including marketing, product, sales operations, customer success, and service delivery, to ensure smooth sales processes, long-term customer success, and high retention rates for our indie platform users.

Where You'll Have Impact:

Your leadership will directly influence the growth and success of our independent hotel platform sales through:

• Talent Acquisition and Development: Collaborate with our in-house talent acquisition manager to recruit, hire, and thoroughly train new team members, building a strong foundation for future success.

• Team Growth and Empowerment: Foster your team’s pro