Director of Strategic Business Development

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 B funding, we welcomed four companies to our organization and want to grow over 100 million in ARR in 2024. With more than 650 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? 🚀

What you will do:

We are seeking a dynamic Strategic Business Development Director to spearhead our enterprise sales strategy across the AMER region. This role presents a unique opportunity for a seasoned professional with a proven track record to drive growth through strategic sales practices, industry connections, and innovative solutions. You will be responsible for positioning our comprehensive portfolio—including legacy products, newly acquired offerings, and upcoming innovations—to major local and global hotel chains.

Where you will have impact:

• Strategic Account Management: Develop and execute growth strategies for top-tier management companies, ensuring alignment across Sales, Marketing, Account Management, and Product teams.
• Revenue Generation: Drive new revenue growth through account expansion, pricing strategies, new product positioning, and churn mitigation. 
• Establish a process for strategic account level regular business reviews that improved stakeholder buy in and is a catalyst for developing a pipeline of future account expansion, new product adoption and other growth opportunities
• Through a combination of uplifts, new product adoption, and upsell opportunities deliver revenue growth above $500,000 annually 
• Product Expertise: Become a subject matter expert on all Lighthouse products, insights, and business intelligence, managing customer stakeholders to achieve positive outcomes.
• Client Engagement: Interface with clients to resolve data discrepancies, address use cases, and identify future needs. Cultivate and expand relationships with C-Level and VP-level contacts, particularly in revenue management, sales, distribution, and franchise operations.
• Collaboration with Product Teams: Work closely with the Product team to understand and anticipate the needs of key accounts, providing feedback to support the development of future products.
• Develop a deep understanding of the market segment and customer needs to inform sales strategies and product development.
• Support key accounts during change management events to migrated processes and data feeds to better support business accounts and product stability and accuracy
• Internal Advocacy: Communicate effectively across departments to advocate for both client needs and OTA Insight’s strategic objectives.
• Present thought leadership content at industry conference and events with key client attendees

Who you are:

• Experience: 5+ years in strategic sales or revenue management within the hospitality industry.
• Relationships: Proven network of C-level contacts within major global hotel chains and management companies.
• Deal Management: Expertise in enterprise deal management, with a disciplined approach to executing complex deals through detailed accounts plans
• Industry Knowledge: Strong understanding of the hospitality technology ecosystem and revenue management principles.
• Communication Skills: Excellent verbal and written communication skills with the ability to articulate opportunity scope, impact, and business outcomes.
• Salesforce Proficiency: Advanced knowledge of Salesforce for effective sales management.
• Results-Driven: Demonstrated ability to drive results and handle challenges with a hands-on approach.

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.

What’s in it for you?

• A hybrid working environment 
• 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.

 

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.