Business Development Manager

• Own the full sales cycle from prospecting to close for prospective clients.
• Carry a quota and build an independent sales pipeline.
• Build and execute strategic territory plans to generate net-new pipeline.
• Maintain 3x pipeline coverage, forecast accurately, and own results.
• Source pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences.
• Qualify and advance opportunities using MEDDPICC or similar structured sales methodology.
• Use AI enablement, pre-sales, and coaching agents for call preparation, discovery, positioning, and pipeline analysis.
• Develop hospitality revenue-management expertise and conduct ROI conversations.
• Position Lighthouse’s integrated platform against point solutions.
• Meet and exceed sales targets through new business, expansion, and upgrade opportunities.
• Partner with Product to share market feedback and influence the roadmap.
• Represent Lighthouse at industry events to build the brand and pipeline.

• 5-7 years in a closing sales role; SaaS experience is a must.
• Self-directed, coachable, and driven to continuously improve.
• Ability to adopt and use AI tools as a core part of the selling motion.
• Strong business acumen and ability to sell on value rather than price.
• Confidence engaging stakeholders from GMs to C-suite.
• Fluent in English and Japanese.
• Experience with MEDDPICC or similar qualification frameworks is a plus, not a requirement.

• Flexible time off: Autonomy to manage your work-life balance.
• Career development: Workshops, frameworks, and training to maximize your professional potential.
• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Referral bonuses: Earn rewards for bringing in new talent.