Senior GTM Strategist

About this role

Our Mission: Why Lighthouse?

At Lighthouse, we’re on a mission to revolutionize commercial strategy as hospitality’s most powerful AI platform. We take the world's largest hotel data network and transform it into real-time intelligence that drives action. We don't just deliver insights; we empower businesses to make decisions that move revenue.

With $370M in Series C funding and over $100M in ARR, we are scaling at lightspeed. Our 850+ teammates across 35 countries aren't just building software—they are leveraging cutting-edge AI to help hoteliers be the first to act. Tens of thousands of hotels across 185 countries trust Lighthouse to execute their commercial strategy, including every one of the top 15 global chains and thousands of independent hotels that consistently outperform their markets. With Lighthouse AI, the intelligence gets deeper. Decisions get smarter. Actions get faster. We help hoteliers be first to act.

Lighthouse Values: Our guiding light

We are Lumineers . Our shared values keep us on a collaborative path fostering a cultural and customer centric environment

• Pursuit of greatness : We’re innovators who care deeply about our customers’ success. Our team brings their best work, stays curious, and delivers excellence through attention to detail

• Meaningful work matters : We make every moment count by knowing what to deliver, why it matters, and how it drives Lighthouse forward

• Elevate each other : We don’t just work together - we grow together. What unites us is understanding each other as people and working toward shared goals

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? 🚀

Job Details

• 💼 Revenue | Sales Enablement & Execution

• 📍 United States - Denver, CO

• 🕜 Full-Time

• 💰 Compensation

• Salary Range: $90,000.00 - $99,500.00 (+ Bonus)

What you will do

Hospitality buying has changed. Hotels are consolidating their technology stacks, and commercial teams increasingly look for integrated platforms rather than a patchwork of point solutions from a dozen vendors. That shift changes the GTM motion: how deals are qualified, who sits on the buying committee, how value is framed, and how accounts grow over time.

At the same time, AI has entered the commercial conversation at the board level, build-vs-buy questions surface in enterprise deals, and the stakeholders Lighthouse needs to win over have expanded beyond Revenue Management, Sales/Marketing, and GMs to include IT, CSOs, and CFOs.

Lighthouse needs to understand how to sell into this new reality — and this role owns that answer.

You'll be the subject matter expert on the modern hospitality GTM motion, with the platform -based selling motion at the center: how hotels buy, what they care about, what objections they raise, and what a winning multi-product commercial approach looks like — informed by shifts in hospitality and the broader enterprise technology landscape, including AI. You'll translate that expertise into frameworks, playbooks, and enablement infrastructure the rest of the team builds on, and enable reps directly on platform conversations and the new buying personas they're navigating.

Where you will have impact:

Platform Selling Foundation

• Define the platform narrative for the sales team: what a fully-deployed Lighthouse looks like for a RevMgmt + Marketing team, and how to sequence multi-product conversations

• Build sequencing playbooks around platform entry points — which first-sale products create the strongest pull-through — and make them usable by every rep, not just senior ones

• Develop the value framing for the full platform: how reps articulate the economics and outcomes of an integrated deployment versus a single product, and how they counter point-solution competitors

• Track platform motion adoption: multi-product attach rates, narrative usage, and rep confidence scores reported to GTM leadership quarterly

AI-Era GTM Frameworks — Built for the Whole Team

• Redesign MEDDPICC for an AI-era sale: updated qualification criteria, stakeholder mapping for expanded buying committees (CTO, CFO, IT), and stage progression logic — deployed across both GTM Strategy and Enablement

• Build and maintain the build-vs-buy narrative toolkit: ROI calculator, executive brief, one-pager, and objection-handling guides — usable by every rep in the first two meetings

• Develop persona-specific engagement playbooks for the new AI buying committee: VP Revenue Management, VP Marketing, CTO/IT Director, CFO/GM — with discovery questions, objection responses, and champion-building guidance

• Own competitive intelligence infrastructure: quarterly battlecard updates covering AI-native BI tools, traditional BI vendors adding AI features, and in-house build / consultant threats

Enablement Programs — Rep-Facing, Measurable, Embedded

• Design and deliver full-scope learning curriculum for the platform selling motion across AEs, SDRs, and Account Managers — structured using Bloom's Taxonomy

• Build learning programs content that keeps AI selling skills current — sequenced to the moments that matter in a complex, multi-stakeholder deal

• Embed updated MEDDPICC and platform positioning into every layer of enablement: playbooks, coaching tools, Allego libraries, Hyperbound simulations, and Clari Copilot frameworks

• Develop segment-specific onboarding curriculum for new AEs entering the BI motion, in partnership with the Revenue Enablement Managers

• Build call scoring frameworks and curated libraries of top-performing multi-product deal conversations, translated into coaching interventions and updated learning content

Consumption & Expansion Motion

• Translate token-based pricing into rep-friendly language: cost-per-outcome framing (cost per forecast, per rate recommendation, per campaig

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