• Target new business opportunities within assigned enterprise organizations • Go high and wide within enterprise organizations to understand the full scope of opportunity • Articulate the value and return on investment of an enterprise solution across multiple decision-makers • Lead the entire sales cycle from initial opportunity creation to close • Collaborate with internal partners to move deals forward and ensure customer success • Partner closely with your assigned Sales Development Representative (SDR) to strategize and execute your outbound prospecting plan • Bring energy and out-of-the-box thinking to solving our customer’s needs and problems as part of a growing, fast-paced team. • Identify and close net-new sales opportunities within target accounts with the opportunity for upselling and expansion, all while utilizing a consistent and repeatable sales process. Our reps leverage intellectual curiosity, grit, and creativity to bring deals over the finish line.

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 850+ 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 You will join our team as an Account Executive for the African market. In this hunter role, you will be responsible for driving new business growth across the region. You will manage the full sales cycle, from prospecting leads to negotiating and closing deals. Your mission will be to build strong relationships and expand Lighthouse's presence, demonstrating the value of our solutions to the hospitality industry in Africa. Where you will have impact - Actively seek and develop new business opportunities in the African market through prospecting, cold calling, and networking. - Manage the full sales cycle, from opportunity generation and product demonstrations to contract negotiation and deal closing. - Build and maintain a robust sales pipeline to meet and exceed commercial targets. - Develop and execute a strategic business plan to expand Lighthouse's presence and achieve sales objectives in your assigned territory. - Upsell our product suite to existing clients, identifying their evolving needs. - Provide valuable customer feedback to our Product team to help shape the future of our solutions. - Leverage AI-driven insights and sales tools to optimize processes, improve forecast accuracy, and ensure smarter account execution. About our team You will be part of our dynamic Revenue team, a global force of over 150 sales professionals spread across 24 countries. Within this team, you will integrate into the EMEA group, composed of talented and motivated individuals from diverse backgrounds. Our mission is clear: to expand our market share in the region, focusing on both mature and growing markets. We are a collaborative team passionate about helping our hospitality industry clients achieve their revenue goals, and we offer numerous opportunities for professional growth and development. 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 Essential - Native or fluent in Arabic and English. - Demonstrable experience in business development (full sales cycle) at a Software as a Service company. - A natural "hunter" mindset, with a proven track record in seeking, acquiring, and driving new business. - Passion for the travel and technology industry. - You are proactive and self-motivated, capable of proposing new ideas and process improvements. - Experience with Salesforce or other CRM systems and related sales tools. - Curiosity about AI and an obsession with performance, with an interest in exploring how automation and data can improve results. We value - Previous experience working in the hospitality industry. - Knowledge of or experience working with the African market. 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. Learn more about our careers and recruitment process | Our company and leadership team

• As an individual contributor who is part of a regional sales team, you will have the opportunity to own your territory, manage the entire lifecycle of a sale, and build new business relationships that bring Newsela’s solutions to classrooms. • You will take ownership of developing territory business plans, evaluating funding landscapes, and tailoring sales strategies to align with district initiatives. • In addition to achieving your own revenue targets, you will get to work with an enthusiastic, cross-functional team to catapult Newsela’s growth as we scale our national sales organization. • You’ll have the opportunity to meet in-person with school and district leaders, presenting solutions, negotiating terms, and securing agreements that bring Newsela into classrooms. • You will have a direct impact on the expansion and adoption of Newsela products, which will ultimately scale Newsela’s ability to bring engaging, culturally responsive learning content to K-12 classrooms nationwide. • You thrive in a role that requires significant autonomy, representing the company in the market, making recommendations that impact strategy and results, and managing priorities independently. • You’ll have the opportunity to exercise discretion and independent judgment on matters of significance, including evaluating customer needs, structuring tailored solutions, negotiating within established guidelines, and influencing revenue and business outcomes.

• The Enterprise Client Executive at Smartcat is a senior, revenue-owning role responsible for protecting, renewing, and expanding Smartcat’s enterprise and strategic customer base at scale. • Manage a large portfolio (~35 accounts) • Drive on-time renewals as your core mandate • Consistently expand account value by multi-threading relationships, uncovering new stakeholders, and selling additional use cases, workflows, and value. • Operate with urgency and discipline to ensure on-time, predictable renewals. • Build and maintain multi-threaded relationships with business owners, functional leaders, procurement, and finance teams.