Account Executive - Eastern Europe

Job Details

• 💼 Revenue
• 📍 Barcelona, Spain
• 🕜 Full-Time/Hybrid

What you will do

You'll be the face of Lighthouse for new customers, owning the full sales cycle from first cold touch to close. This is a hunter role: you carry a quota, you build your own pipeline, and you're accountable to outcomes and success. No excuses, just results.

Your market is two-sided. You open net-new accounts that fit our ideal customer profile and have never spoken to us, and you turn low-adoption customers who use a single Lighthouse product into full-platform customers. In both cases the goal is the same: the whole commercial platform, not one module. Small, one-off transactions are not what this role is for. You think in terms of the full deal from the first conversation, and you have the patience and the process to run a complex, multi-stakeholder cycle to get there.

What makes this different: you won't do it alone. Lighthouse is deploying an agent AI infrastructure - Enablement, Pre-Sales, and Coaching agents - alongside a modern revenue stack. AI handles the prep, the sequencing, and the pattern recognition so you can focus on what matters - building relationships, running sharp discovery, and closing deals.

Where you will have impact

Own your territory and your number. Build and execute a strategic territory plan to generate a net-new pipeline. Maintain 3x pipeline coverage, forecast honestly, and take full accountability for your results. Your quota is your commitment.

Hunt into net-new accounts. Cold, outbound prospecting into ideal customer profile accounts is the core of this role, not a supplement to inbound. Run an AI-first workflow: use our agents for account research, buying signals, sequencing and first-touch personalization, so your time goes into conversations rather than admin. Add Lighthouse Connect events and industry conferences on top. This is not an SDR-reliant role.

Expand low-adoption customers. Identify customers who use a single Lighthouse product, or a fraction of what they bought, and turn them into full-platform accounts. Run this as a sales cycle, with discovery, a business case and a close, not as an adoption program. Work with Customer Success on the handover so the account is set up to keep growing.

Turn small deals into big deals. Treat every opportunity as a platform deal. Qualify for the full scope early, bring in every stakeholder who has a say, and build the business case for the whole solution rather than settling for a trial or a single module. Protect pricing on value.

Run a disciplined sales process. Using MEDDPICC to qualify and advance opportunities. Use the AI Pre-Sales Agent to identify gaps before every major call. Advance deals through stage gates with evidence, not optimism. Leverage AI to make your days easier and focus on more selling time.

Use AI as a force multiplier. Leverage the Enablement Agent for call prep, discovery frameworks, and positioning. Use the Coaching Agent to surface patterns in your pipeline and win rate. Push back on the tools when they're wrong - help make the system smarter.

Become a hospitality expert. Understand the commercial challenges hotels face across pricing, distribution, and business intelligence. Position Lighthouse's full platform as the integrated solution that replaces fragmented point tools. Know the competitive landscape inside out and run value based ROI conversations confidently.

Build relationships at a distance. Most of your buyers will never meet you in person. Earn trust over video, phone and email through sharp preparation, clear follow-through and a point of view on their business. Partner with Product to share market feedback and influence the roadmap, and represent Lighthouse at industry events to build the brand and your network.

About our team

You'll join a global Revenue team of 150+ sales professionals across 24 countries. The Acquisition team is where new revenue starts: we open the accounts the rest of the company grows. We work across the full Lighthouse product suite, helping hotels, chains, and hospitality groups achieve their commercial goals. It's a collaborative, high-energy environment that celebrates wins loudly, with real opportunities for career growth and the chance to learn from experienced leaders.

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.
• Alan Healthy benefits: 160€/month for food or nursery.
• Payflow App: Access your earned salary in advance at no cost to you.
• Flexible retribution: Optional benefits through tax-free payroll deductions for food, transportation and/or nursery.
• Wellbeing support: Subsidized up to 80% ClassPass subscription.
• Comprehensive health insurance: 100% Alan coverage for you, your spouse, and dependents.
• 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 85,000+ users worldwide.
• Competitive compensation: Proactively maintained to value your work.
• Referral bonuses: Earn rewards for bringing in new talent.

Who you are

• 2-5 years in a closing sales role, SaaS experience is a must but hunger and skill matters more than industry tenure.
• A hunter by instinct. You prospect cold, you get past no, and you would rather build your own pipeline than wait for it.
• You think big-deal first. You have turned a small opening into a larger, multi-product sale, and you know how to qualify for full scope without stalling the deal.
• Self-directed, coachable, and driven to continuously improve. You seek feedback on your calls, your pipeline, and your positioning - and act on it within the next deal, not the next quarter.
• You treat AI tools as a core part of your selling motion, not a novelty. You adopt new tooling quickly and bend it to your style, and you expect AI to do your research and sequencing so your time goes into selling.
• Fantastic communicator. You build trust with people you have never met in person, over video and phone, from GMs to the C-suite, and you keep several stakeholders aligned through a longer cycle.
• Experience with MEDDPICC or similar qualification frameworks is a plus, not a requirement. What matters is that you bring discipline and structure to how you run deals.
• Exceptional command of the English language.
• Strong business acumen with the ability to sell on value, not price. Confident engaging stakeholders from GMs to C-suite.
• You want to win, and you like it when people notice. You celebrate your wins and your team's, you prospect when it would be easier not to, you follow up one more time, and you're not okay with a bad quarter.

Nice to have

• Working proficiency or fluency in Czech.