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? 🚀We are expanding internationally and are looking for a fulltime Regional Sales Manager APAC, based in Malaysia (Kuala Lumpur) or remote.
What You Will Do
As a Regional Sales Manager, you are primarily responsible for managing a team of about 10 reps who are able to consistently achieve quota.
- Develop a best in class sales organization 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 partiesÂ
- 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 funnelÂ
- 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 rateÂ
Where You Will Have ImpactÂ
- 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, understand and promote that 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
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 skillsÂ
- 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. Any other (South) East-Asian language is a plus!Â
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 APAC, 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.At Lighthouse you join the #bestteamever where you can be part of developing a market-leading technology platform. As a high performing team, we put our clients and innovation first.
However, growing together and being passionate about our mission also means having fun together. So prepare for remote team gatherings and after work drinks on us!
What’s in it for you?
- A flexible working environment where you can work from home or, if you live nearby, at our Kuala Lumpur Hub.Â
- Unlimited time off: we believe in providing our employees with the flexibility and autonomy to manage their work-life balance effectively
- 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
- 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.
