Sr. Director Enterprise Sales - EMEA

What you will do

As the Sr. Director of Enterprise Sales at Lighthouse, you will be at the forefront of executing our Enterprise Sales strategy across global hotel chains. You will be responsible for hunting new business opportunities and positioning our full portfolio of SaaS solutions to key accounts. Reporting directly to the Chief Revenue Officer, you will implement an end-to-end sales process, drive multi-year strategic partnerships, and consistently deliver high revenue growth. This role offers a unique opportunity to influence future product developments and strategic plans, contributing to Lighthouse's success in the hospitality industry.

While this is an individual contributor role, this hunter will need to be a consensus builder and represent our culture and values in the marketplace. Through measurable and sustained success, this position has a high probability of promotion.

Where you will have impact

• Hunt and execute a multi-year sales strategy for EMEA-based chains and key accounts that aligns with our business objectives.
• Leverage established contacts within major global hotel chains (e.g., Marriott, IHG, Wyndham) and EMEA-based chains (e.g., Melia, Accor, NH) to drive new enterprise partnerships.
• Create and implement coordinated sales strategies in collaboration with Sales, Marketing, Account Management, and Product Management.
• Develop stakeholder strategy maps to improve positioning and manage stakeholder agreements throughout sales cycles.
• Build and manage a pipeline that consistently delivers £800K to £1.2M in net new revenue annually.
• Negotiate complex commercial terms and manage high-value, enterprise-level deals.
• Ensure effective deal qualification to maximize revenue margin and lifetime value (LTV).
• Collaborate with Account Management, Enterprise Services, and Product Managers to ensure seamless post-deal implementation and high customer satisfaction.
• Maintain detailed account plans for key accounts, regularly reviewing them with the CRO, CEO, and other stakeholders.
• Manage closing plans to achieve and exceed revenue targets.

About our team
Lighthouse is a leading business and market intelligence SaaS provider for the hospitality industry. We support a diverse client base ranging from independent hotels to global chains such as Marriott, Hilton, Accor, and IHG. Our team thrives on innovation, collaboration, and delivering impactful solutions that empower our clients to make data-driven decisions. Join our dynamic and fast-paced environment where your contributions will shape the future of the hospitality industry.

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.
• Data culture growth: Opportunity to evolve data culture in a fast-growing scale-up.
• Competitive compensation: Proactively maintained to value your work.
• Referral bonuses: Earn rewards for bringing in new talent.

Who you are

• 8-10+ years of Enterprise sales in the Hospitality vertical with a proven track record of hunting new business
• Proven hunter with C-level relationships within the major global hotel chain companies
• Deep understanding of enterprise deal execution with discipline to hunt, implement, execute and document complex deal execution through account plans and close plans
• Strong understanding of SaaS and DaaS delivery models, value propositions, and pricing and positioning
• Strong communication skills that can outline deal scope, impact, and business outcomes both internally and externally
• Strong Industry knowledge and understanding of the hospitality technology ecosystem is a must
• Expertise in the effective use of Salesforce and Google Slides
• Excellent verbal and written communication skills
• Willingness to roll up their sleeves and get stuff done