Senior Solutions Lead
Lighthouse
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 of B funding, we welcomed four companies to our organization and want to grow over 100 million in ARR in 2024. With more than 560 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: #LI-DN1 #LI-Hybrid
At Lighthouse, our clients include Hotels with an established revenue management culture, which can typically be large chains and/or management groups (our clients are individual hotels and major chains like Hilton, Accor, … ). We are looking for a Sr. Solutions Lead to join our Go-To-Market department and be responsible for driving the commercial success of new and existing products, including product enhancements, tailored for this specific market segment and customer type.
The ideal candidate for this role will constantly strategize the best ways to drive our suite of products to cater to this market segment. It is a Global role that will support all sales regions. They will be responsible for supporting multiple aspects of preparing our sales team members to successfully execute our GTM strategy.
Where you will have impact:
- Develop and execute playbooks and commercial action plans for the launch of new products and product enhancements tailored for this market segment and/or customer type
- Ensure playbooks are up-to-date, dynamic and evolving through content creation and ongoing product motion preparedness as new features are released
- Work closely with product and marketing teams to ensure our products are positioned as a platform and tailored to the needs of this customer type
- Work closely with product and sales operations teams to ideate and create excellent product bundles or platforms for this customer segment
- Collaborate with sales teams to identify and grow opportunities within different regions and accounts to increase revenue and market share
- Collaborate with customer growth & enterprise teams to execute GTM plans for increasing penetration of the right products and solutions into key accounts
- Establish KPIs for designated bundle solutions or platforms to enable sales teams to exceed product sales targets
- Provide training and support to sales teams related to new playbooks (or playbook updates) or new product features and benefits to ensure they are equipped to successfully execute our GTM strategy
- Develop and maintain a deep understanding of the market segment and customer needs to inform product development and sales strategies
- Work with revenue operations and data analytics teams to capture data and distill it into business insights for assessing ongoing commercial performance
- Provide commercial progress updates to the organization for designated market segments, products and bundle solutions
- Ensure timely resolution of queries from the the sales team on our internal communication platform
- Work with the product team to establish benchmarks and KPIs across product usage to create indicators of success and areas of opportunity
- Collaborate with the marketing team to develop appropriate customer win stories and case studies related to designated products to be leveraged in buyer and customer pitches and playbooks
- Find opportunities to improve tools and simplify the sales motion for designated products
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.
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Who you are:
- Bachelor's degree in Business Administration, Marketing, or related field
- 5+ years of relevant experience in the hospitality industry and/or with a SaaS company
- Creative thinker who understands the big picture and is resilient in executing ideas
- Excellent communication and interpersonal skills that show a high level of diplomacy
- Team player eager to help colleagues to overcome objections and challenges
- Self-motivated with great time management skills
- Strong analytical and problem solving skills
- Some experience in project management (nice-to-have)
- Strategic mindset focused on delivering the right solutions to the right customer
- Intricate understanding of Revenue Management and the Hospitality landscape
- Strong understanding of systems, tools and products used by Hotels in this segment
- Customer facing experience with an understanding of working through large deals
- Flexible mindset and ability to work in a fast-paced, dynamic environment
- Driven by growth and commercial success that aligns with our company mission
- Some previous experience in sales enablement and/or a training capacity
What's in it for you?
- A flexible working environment where you can work from home or, if you live nearby, at one of our seven offices around the world
- Flexible time off: we believe in providing our employees with the flexibility and autonomy to manage their work-life balance effectively
- 160€/month on your Cobee flexible benefits card to be used on either food (restaurants, bars, coffee shops, delivery, etc), Transportation (Monthly bus/metro tickets) or Nursery for children up to 3 years old.
- 40€/month to learn or improve any language on Preply
- Alan health insurance: 100% coverage for you, your spouse and your dependants
- A motivation to deliver your best work as we have built a high-bar and very talented team of individuals that are friendly, creative, open-minded, and passionate about what they do
- Workshops and frameworks that help employees realise their full career potential
- A mandate to operationalize and democratise research through tools, training, and processes
- The opportunity to shape the products that more than 85,000 users rely on worldwide
- The chance to grow and evolve the data culture at a fast-growing scale-up
- A compensation that values your work and which we will proactively keep competitive
- A referral bonus scheme when you bring new talent to our #bestteamever!
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.