Companies you'll love to work for

Director, Sales Strategy and Execution

OTA Insight

OTA Insight

Sales & Business Development
Denver, CO, USA
Posted on Thursday, June 13, 2024

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 seeking a dynamic and experienced SaaS Sales Manager to lead our Go-To-Market (GTM), Enablement, and Automation Programs. The ideal candidate will be responsible for developing and executing strategies to drive sales growth, streamline processes, and enhance the effectiveness of our sales team. This role requires a strong combination of leadership, strategic thinking, and hands-on execution.

As the Director of Sales Strategy and Execution, you will report directly to the CRO and will be part of the Management Team. The Director of Sales Strategy and Execution is responsible for ensuring the successful launch and sustained support of the sales team to achieve both regional and product level goals. This position will work closely with the CRO, CCO and our regional sales leaders to ensure that all of our sales reps and customer growth team members are properly trained, enabled and productive over the course of a sales year. The Sales Strategy and Execution team will develop programs to support our direct sales teams, customer growth teams as well as partner teams.

This position will oversee the strategy for onboarding and training reps, hand off to the regional teams, development of ongoing training and skills development and the measurement of productivity. This position will also oversee resources supporting the sales team to enable, automate and simplify the sales process in order to create more selling time and repetitions for reps. This position will also adapt sales methodologies in support of our different gtm market motions including strategic sales to global chain customers as well as transactional sales to single unit independent hotels. The overall success of this position will be defined by shorter ramp times, improved rep productivity and the achievement for product level sales targets. This position will need to work in a very collaborative fashion with our marketing, product management, customer success and growth operations teams. This person must be a data drive leader who can be a catalyst of change within our sales function.

What you'll do:

  • Develop and execute the Go-To-Market (GTM) strategy for new product launches and market expansions, working closely with cross-functional teams including product management, marketing, and customer success.
  • Ensure that sales playbooks are a dynamic and evolving and are at central to our execution strategy
  • Work closely with our data analytics teams to segment TAM and SOM markets to ensure that our sales teams are focused on our viable opportunities
  • Define and implement sales enablement programs to equip our sales team with the knowledge, skills, and resources they need to succeed, including training, content development, and sales tools.
  • Support our SDR team with effective outreach tools and processes to scale market coverage
  • Lead the design and implementation of sales automation programs to optimise sales processes, improve efficiency, and drive scalability. Working closely with Growth Operations to implement new programs
  • Manage and coach a team of sales professionals, providing guidance, support, and performance feedback to drive continuous improvement and achieve sales targets.
  • Collaborate with marketing to develop and execute demand generation programs, including campaigns, events, and lead generation initiatives.
  • Develop programs and initiatives to leverage AI and Automation to improve sales performance and improve market coverage
  • Analyse sales data and metrics to track performance, identify trends, and generate insights to inform strategic decision-making.
  • Stay abreast of industry trends, competitive landscape, and market dynamics to identify opportunities and risks, and adjust strategies accordingly.
  • Define business requirements to identify sale technology that support long term
  • Ensure that optimal utilization of all sales technogloy through integration into playments and proper documentation and confirgration
  • Be a key player in the integration of acquired companies insuring the continued growth of product lines and the integration of team members

Who you are:

  • Bachelor's degree in Business Administration, Marketing, or related field; MBA or equivalent experience preferred.
  • 5+ years of experience in SaaS sales, with a proven track record of success in driving revenue growth and leading high-performing sales teams.
  • Strong understanding of SaaS business models, sales processes, and best practices.
  • Demonstrated experience in developing and executing Go-To-Market (GTM) strategies for new product launches and market expansions.
  • Proven ability to develop and implement sales enablement and automation programs to drive efficiency and effectiveness.
  • Excellent leadership and management skills, with the ability to inspire, motivate, and develop a team.
  • Exceptional communication and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels.
  • Analytical mindset with the ability to leverage data and metrics to inform decision-making and drive results.
  • Strong project management skills with the ability to manage multiple initiatives simultaneously and deliver results on time and within budget.
  • A culture carrier

What's in it for you?

  • A flexible working environment where you can work from home or, if you live nearby, at one of our seven offices around the world
  • Flexible time off: we believe in providing our employees with the flexibility and autonomy to manage their work-life balance effectively
  • Workshops and frameworks that help employees realize their full career potential
  • The opportunity to shape the products that more than 85,000 users rely on worldwide
  • The chance to grow and evolve the data culture at a fast-growing scale-up
  • A compensation program that values your work and which we will proactively keep competitive
  • 401k matching up to 4%
  • The option of three health insurance plans from Blue Cross Blue Shield that will suit your personal needs. 99% company contribution towards the base plan and 50% coverage for dependents and spouses. 25 dollars/month contribution to HSA.
  • We know not everyone relaxes the same way; therefore, we’ve opted to support your general wellbeing by subsidizing up to 80% of your monthly ClassPass subscription
  • 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.