Head of Independent Hotel Sales - EMEA

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? 🚀

What you will do

We are looking for a highly motivated and results-driven Head of Sales to lead our global strategy for the independent hotel segment, a vital pillar of new business growth. In this functional leadership role, you will shape go-to-market strategies and mobilize regional teams across the globe to drive sustainable sales impact, one hotel at a time. You will influence cross-functional stakeholders and guide decentralized teams toward local success without direct management responsibility. Your ability to operate strategically and tactically will be key to growing our presence in this large addressable market.

Where you will have impact

• Develop a scalable, global GTM framework tailored for local execution in the independent hotel segment

• Guide and enable regional sales teams (without direct reporting lines), setting high standards for recruitment, coaching, and prospecting activity

• Define and implement product-specific sales targets with localized performance strategies

• Provide deep market and customer insights, translating global trends into actionable local sales strategies

• Oversee sales process optimization in collaboration with Sales Operations, ensuring flexibility for market-specific nuances

• Establish and track global and regional KPIs to measure funnel performance and sales activity

• Collaborate cross-functionally with marketing, product, revenue, and operations to align strategies and create impactful, localized initiatives

• Work closely with the Partnerships team to identify key local partners and support regional sales through strategic alliances

• Lead global strategies for new product rollouts, ensuring local teams are well-prepared and equipped for market-specific launches

• Influence sales team performance and mindset through leadership, enablement, and data-driven decision-making

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.

What's in it for you?

• A unique leadership opportunity to shape our go-to-market motion in a high-growth, high-impact segment

• Exposure to global markets and autonomy to implement locally adapted strategies

• Cross-functional collaboration with product, marketing, partnerships, and operations

• Competitive compensation and performance incentives

• Work flexibility: Madrid preferred, but open to other EMEA locations

• Access to a diverse, international team and dynamic learning environment
  
  

Who you are

• Proven expertise in leading inside sales strategy and execution across international markets

• Strong understanding of the independent hotelier’s mindset, needs, and local business challenges

• Track record of success in a matrix organization, with experience influencing distributed sales teams without direct management

• Skilled in developing repeatable, data-driven sales processes with an emphasis on prospecting and performance

• Exceptional communication skills with cross-cultural fluency and a collaborative mindset

• Experience in hospitality or SaaS is highly desirable, especially with a focus on independent hotels

• Strong business acumen and analytical capabilities, with comfort in tracking KPIs and interpreting funnel metrics

• Adept at guiding new product launches with locally adapted strategies

• Culturally sensitive negotiator and strategic thinker with global perspective and local execution focus

• Fluent in English; additional languages are a plus

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.