Regional sales manager in hospitality tech

At Lighthouse, we’re on a mission to revolutionize commercial strategy as hospitality’s most powerful AI platform. We take the world's largest hotel data network and transform it into real-time intelligence that drives action. We don't just deliver insights; we empower businesses to make decisions that move revenue.

• Set targets, build short- and long-term growth plans with every rep, and make sure each one knows exactly what success looks like and where they stand against it.
• Lead weekly forecast calls that deliver accurate monthly and quarterly numbers. Call it straight, flag risk early, and keep surprises off the table.
• Work side by side with your reps on deal execution and coach them to run MEDDPICC with discipline: qualify hard, and move deals forward on proof, not hope.
• Bring your market knowledge and product expertise to demos and calls with partners and prospects, and help get key opportunities over the line.
• Make sure every rep understands how much funnel it takes to sustain success, and drive demand creation activities with them.
• Partner with field and corporate marketing to get the most out of the lead funnel.
• Drive adoption across your markets: coach reps to use our Enablement, Pre-Sales, and Coaching agents for call prep, deal inspection, and pipeline discipline, and use the Coaching Agent yourself to surface patterns in pipeline, win rates, and rep performance.
• Build AI into your forecasting and team routines so your teams close more, and share feedback with us when the tools get it wrong, because that's how the system gets smarter.
• Run weekly one-on-ones, development plans, and real-time coaching that drive performance and long-term retention.
• You’ll coach a senior, commission-driven team: guide, don’t micromanage.
• When a performance improvement plan is needed, run it objectively and with total clarity.
• Spot missing or outdated processes and redesign them with Sales Operations so selling gets easier.
• Partner with Marketing, Product, Customer Success, and Service Delivery to keep the sales process smooth and retention high.
• Own relationships with key chains and customers, and join your reps in face-to-face visits and trade shows.

• Proven experience managing sales teams in fast-paced SaaS, with a track record of setting targets and getting your team to quota.
• A hands-on selling background, so you understand first-hand what it takes to win deals.
• A data-driven approach: you set clear KPIs for your team and can explain your past tactics and results with exact numbers.
• Experience leading teams through underperformance, from diagnosing the problem and coaching through it to acting decisively when needed.
• Strong stakeholder management skills, with the confidence to influence everyone from reps to senior leadership, partners, and customers.
• The mindset of a hunter and go-getter, backed by the self-assertiveness to push back, make tough calls, and hold the standard. Resilience when things get hard.
• AI is part of how you lead, not a novelty. Coaching, forecasting, and enabling your team with it, well beyond drafting emails.
• Comfort in a fast-moving international environment where priorities shift, embracing change rather than just managing it.
• Hands-on experience with Salesforce or other CRM systems and sales tools.
• Fluent written and spoken English.
• Будет плюсом: Experience in hospitality, hotel tech, or OTAs; Proficiency in additional European languages (e.g. German, Dutch, a Nordic language)

• Flexible time off: Autonomy to manage your work-life balance.
• Alan Flex benefits: 160€/month for food or nursery.
• Flexible retribution: Optional benefits through tax-free payroll deductions for food, transportation and/or nursery.
• Wellbeing support: Subsidized ClassPass subscription.
• Comprehensive health insurance: 100% Alan coverage for you, your spouse, and dependents.
• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Referral bonuses: Earn rewards for bringing in new talent.