Sales Manager, Independent Hotels - Team Lead based in Barcelona

At Lighthouse, we’re on a mission to disrupt commercial strategy for the hospitality industry. Our innovative commercial platform takes the complexity out of data, empowering businesses with actionable insights, advanced pricing tools, and cutting-edge business intelligence to unlock their full revenue potential.

Backed by $370 million in series C funding and driven by an unwavering passion for growth, we’ve welcomed five companies into our journey and have surpassed $100 million in ARR in 2024. Our 700+ teammates span 35 countries and represent 34 nationalities.

At Lighthouse, we’re more than just a workplace – we’re a community. Collaborative, fun, and deeply committed, we work hard together to revolutionize the hospitality sector. Are you ready to join us and shine brighter in the industry’s most exciting rocket-ship? 🚀

We are rapidly expanding our global reach and are seeking a full-time Independent Hotel Sales Manager, to lead our sales efforts reporting into the Senior Director, Independent Hotelier Solution Sales. In this pivotal role, you will be instrumental in driving the growth of our indie platform sales by empowering and guiding a high-performing team of full-cycle sales executives.

What you will do

As an Independent Hotel Sales Manager, you will primarily be responsible for managing a team of approximately 7 full-cycle sales representatives, ensuring they consistently achieve and exceed their sales quotas.

Your key responsibilities will include:

• Building a World-Class Sales Organization: Develop and nurture a best-in-class sales team, enabling each representative to maximize sales revenue and consistently meet or exceed established targets for our indie platform.

• Strategic Sales Planning: Collaborate with representatives to develop and implement specific, data-driven plans that ensure both long-term and short-term sales growth.

• Deal Execution and Closure: Provide hands-on support to your team on deal execution, offering guidance and assistance in closing key opportunities with independent hotel partners.

• Market and Product Expertise: Leverage your deep market knowledge of the independent hotel sector and our platform's product expertise to assist the team during demonstrations with partners or prospects, and actively participate in crucial calls with external stakeholders.

• Funnel Management: Ensure representatives clearly understand the necessary sales funnel volume to sustain success, and work closely with them on demand generation activities to build a robust pipeline.

• Performance Monitoring and Management: Measure and manage key business KPIs, ensuring that representatives have a clear and consistent understanding of performance metrics and what defines success.

• Team Alignment and Communication: Lead various team calls and internal meetings to ensure clear communication, consistent expectations, and strong team alignment across all sales initiatives.

• Accurate Sales Forecasting: Conduct weekly forecast calls to ensure accurate monthly and quarterly sales projections, providing reliable insights into future revenue for our indie platform.

• Custom Deal Pricing (as needed): Liaise directly with sales representatives on specific pricing strategies for customized deals tailored to different markets.

• Process Optimization: Identify and address any missing or outdated sales processes. Collaborate closely with Sales Operations to develop or redesign best practices that streamline workflows and make it easier for representatives to sell our indie platform.

• Cross-Functional Collaboration: Partner effectively with field marketing and corporate marketing teams to ensure seamless communication and collaboration, maximizing the performance of the lead funnel.

• Holistic Business Integration: Work across various lines of business, including marketing, product, sales operations, customer success, and service delivery, to ensure smooth sales processes, long-term customer success, and high retention rates for our indie platform users.

Where you will have impact

Your leadership will directly influence the growth and success of our independent hotel platform sales through:

• Talent Acquisition and Development: Collaborate with our in-house talent acquisition manager to recruit, hire, and thoroughly train new team members, building a strong foundation for future success.

• Team Growth and Empowerment: Foster your team’s professional growth through personalized development planning, effective performance management, collaborative work environments, and real-time feedback and coaching that promotes individual success and long-term retention.

• Individualized Coaching: Conduct weekly one-on-one sessions that focus on helping sales representatives develop in all areas crucial for sales success and personal growth.

• Performance Improvement: Work closely with Sales Operations and the Sales Enablement Manager to identify slow-ramping or low-performing representatives, developing targeted individual plans to improve their performance.

• Culture and Motivation: Act as a key culture carrier, understanding and promoting the values that have driven our long-term success. Be a motivator, ensuring representatives have a clear understanding of our vision, mission, and values, and consistently embody them when engaging with prospects and customers.

• Objective Performance Management: Be able to effectively and objectively implement performance improvement plans, ensuring that representatives have a clear and transparent understanding of their performance.

About our team

Join our dynamic Revenue team of over 150 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 EMEA, 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.

What's in it for you?

• Flexible working environment: Work from home or at one of our global offices.
• Flexible time off: Autonomy to manage your work-life balance.
• Collaborative team: High-bar, friendly, creative, and passionate colleagues.
• Career development: Workshops, frameworks, tools, training, and processes to realize your full potential.
• Impactful work: Shape products relied on by 75,000+ users worldwide.
• Competitive compensation: Proactively maintained to value your work.
• Referral bonuses: Earn rewards for bringing in new talent.

Who you are

• A minimum of 5-6 years of sales experience, including 1-2 years in a management team-lead role. 
• Direct experience selling SaaS or software solutions to independent hotels.
• Successful track record of achieving quota as a sales rep in a high-volume, SMB sales environment.
• Successful track record of target setting and helping a team of reps attain quota
• Experience with the full sales cycle, including renewals and upselling.
• Proven experience with SalesForce, or other CRM systems and related sales tools
• A hands-on leadership style with a passion for coaching, mentoring, and joining your team in demos.
• A desire to be in the details of the deals and product, not just managing from a distance.
• Strong pipeline management skills and a data-driven approach to managing sales activity.
• An energetic, driven, and highly motivated personality who thrives in a fast-paced setting.
• Strong overall business and people skills, including planning, presentation, communication and organizational skills.
• Proven experience in working in international environment
• Fluency in English is a must. Additional languages such as French or German are a plus.
• Previous experience working in a fast-paced, high-growth tech company.

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. We actively encourage applications from individuals with disabilities and are dedicated to providing reasonable accommodations throughout the recruitment process and during employment to ensure all qualified candidates can participate fully. 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. Not ticking every box? No problem! We value diverse backgrounds and unique skill sets. If your experience looks a little different from what we've described, but you're passionate about what we do and are a quick learner, we'd love to hear from you.

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.