Regional Sales Manager

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 850+ 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
At
Lighthouse
, the
Regional Sales Manager
-
Business Intelligence
takes action to build and inspire a team of Business Development Managers (Account Executives). They will partner closely with Sales Leadership to develop and execute winning sales strategies, set team wide goals, and work towards team and individual quota attainment. As we continue to grow our team, we are looking for a leader available for a
hybrid in-offic
e presence in our
Madrid or Barcelona
office.

Where you will have impact
As a
Regional Sales Manager,
you are primarily responsible for managing a team of about
7 reps
who are able to consistently achieve quota.

• Develop a best in class sales organisation and get the team of reps to maximize sales revenue and meet or exceed set target
• Develop specific plans with the reps to ensure sales growth both long and short-term
• Work closely with reps on deal execution and assist with the closing of key opportunities
• Assist the team by demonstrating own market knowledge and product expertise on demos with partners or prospects and join various calls with external parties
• Ensure that reps clearly understand the amount of funnel necessary to sustain success and work closely with reps on demand creation activities
• Measure and manage key business KPIs and ensure that reps are able to clearly understand the definition of success
• Run various team calls and other internal calls to ensure team alignment and clear expectations
• Run weekly forecast calls that allow for an accurate monthly and quarterly sales forecast
• In absence of Head of Sales for the region, liaise with the sales reps on specific pricing of customised deals by market
• Identify missing or out-dated processes that need to be developed or redesigned, and create best best practices to improve sales process by working closely with Sales Operations to make it easier for reps to sell
• Work closely with field marketing and corporate marketing to ensure a strong communication and collaboration between the two teams to maximize the performance of the lead funnel
• Work in other lines of business (marketing, product, sales operations, customer success, service delivery) to ensure the smooth sales processes, long term success of our customers, maintaining a high retention rate

People Management

• Work with our in-house talent acquisition manager to recruit, hire, and train new team members
• Foster your team's growth through development planning, performance management, collaborative work, and real-time feedback and coaching that promotes individual success and long term retention.
• Focus on weekly one-on-ones that help sales reps develop in all areas of sales success and personal growth
• Work closely with Sales Operations and Sales Enablement Manager to identify slow ramping or low performing reps and develop individual plans to improve performance
• Be a culture carrier and understand and promote the values that have made Lighthouse a long term success
• Be a motivator, ensure that reps have a clear understanding of our vision, mission and values and that they exhibit them as they work with prospects and customers
• Be able to effectively and objectively implement performance improvement plans and ensure that reps have a clear understanding of their performance

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.

With a mission to expand our market share in EMEA, we focus on both mature and growth markets, constantly seeking out new opportunities to expand our territory. Our team of 36 people is made up of talented and driven individuals from diverse backgrounds, all working together to drive revenue growth and achieve our goals.

Who You Are

• 5+ years as a sales manager of at least 6 reps (AE/BDM)
• Leadership skills that motivate reps to go the extra mile for you
• Proven experience in working in international environment
• Successful track record of achieving quota as a sales rep
• Successful track record of target setting and helping a team of reps attain quota
• Proven experience with SalesForce, or other CRM systems and related sales tools
• Excellent analytical, problem solving and troubleshooting skills
• Strong overall business and people skills, including planning, presentation skills, sales skills;
• Excellent communication skills, including the ability to teach, coach, mentor and motivate individual reps and with others in the company
• Selling to the hospitality and SaaS industry is a strong plus
• You are fluent in English

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.
• Collaborative team: High-bar, friendly, creative, and passionate colleagues.
• Career development: Workshops, frameworks, tools, training, and processes to realize your full potential.
• Impactful work: Shape products relied on by 75,000+ users worldwide.
• Competitive compensation: Proactively maintained to value your work.
• Referral bonuses: Earn rewards for bringing in new talent.

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. We actively encourage applications from individuals with disabilities and are dedicated to providing reasonable accommodations throughout the recruitment process and during employment to ensure all qualified candidates can participate fully. 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. Not ticking every box? No problem We value diverse backgrounds and unique skill sets. If your experience looks a little different from what we've described, but you're passionate about what we do and are a quick learner, we'd love to hear from you.

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.