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 full-time Enterprise Account Director, APAC.
As the Enterprise Account Director, you will play a crucial role in identifying and creating new opportunities with key global accounts in the region. You will work closely with clients to understand and support their business goals, contributing to their success and fostering long-term partnerships. Your role involves collaborating with cross-functional teams to provide strategic solutions tailored to the evolving needs of our clients. Your primary focus will be on building strong relationships with clients, creating initial opportunities, and setting expectations that pave the way for future engagements.
You will ensure top-notch customer service and drive the adoption of our comprehensive commercial platform among key customers.
Where You Will Have Impact
Strategic responsibilities
- Commercial responsibility for a portfolio of strategic enterprise customersÂ
- Relationship management: oversee the relationship and create trust with key customer stakeholders at a senior level
- Identify and pursue cross-sell & upsell opportunities to enable portfolio growth
- Ability to identify pipeline opportunities in the market and work closely with GM to execute deal strategicsÂ
- Build relationships with partners who are also working in your assigned accounts (IDeaS, etc)
- Review meetings, creating roadmaps and strategy review
- Articulate Lighthouse’ value proposition to C-level managementÂ
- Describe the type of cross continent support you would need (being able to work as part of global team, while ensuring APAC success).Â
- Be able to lead and follow at the same time.
Commercial responsibilities
- Provide high touch customer service, including escalation and coordination of support issues as needed.
- Forging strong working relationships with clients and genuinely understanding their unique needs.Â
- Be the customer’s voice within Lighthouse– empowering cross-functional internal teams to deliver world-class results and improve the entire customer experience.
Who You Are
- You bring 10+ years experience Experience in a senior customer facing role as an Account Director/Account Manager/Enterprise Sales/Enterprise Customer Success Manager or similar
- You are fluent in English. Any other (South) East-Asian language is a plus!
- Track record of achievement selling enterprise solutions vs retention; renewal upsells; POV conversions
- In-depth knowledge of the hospitality industry and communicating with CEOs, CMOs, VPs and Directors in the hospitality industry with the ability to effectively interface with all levels and teams on a formal, informal, written and verbal basis.
- Strategic & consultative individual who is able to build trusted relationships with stakeholders up to C-Level, but also commercially-savvy with the aptitude to own the commercial relationship
- Desire to work for a fast-paced dynamic tech start-up
- Demonstrated experience in a high-growth business, entering new markets or defining a new category, building and managing new territories
- Demonstrated ability to ensure achievement of client objectives and company financial objectives through an understanding of client objectives and influencing and directing internal product and operations teams.
- Experience working with, influencing and collaborating with cross-functional leadership
- Experience understanding and using data for decision making, forecasting, and informing strategy
- Skilled at building rapport, opening doors, and understanding business requirements of senior decision makers
- A consultative sales style, strong experience selling solutions and the ability to thrive in a fast-paced environment
What’s In It For You
At Lighthouse you join our high performance #bestteamever where you can be a part of growing and developing a market leading technology platform. We are a rapidly growing company and are looking for passionate and talented team players. With extensive training and development programs the opportunities to succeed here are endless, as we continue our journey to innovate and disrupt with our cutting-edge technology.
About Our Team
Our Customer Growth team is a closely collaborative team of 28 professionals from around the world. Led by one of the founders of Lighthouse, our team focuses on nurturing client relationships. The team is divided into 2 regions (North America & Latam, EMEA and APAC) with a regional manager heading each region. Our team has two primary objectives: retain clients' business and grow those opportunities. They accomplish these objectives by learning what their clients' goals are and helping their clients achieve them.
Our team has a strong hospitality background and understands the importance of delivering exceptional customer experiences.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.
