Business Development Manager (Account Executive) - Japan

<div class="content-intro"><p><span style="font-size: 12pt;"><strong>Our Mission: Why Lighthouse?&nbsp;</strong></span></p> <p><span style="font-size: 12pt;">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.&nbsp;</span></p> <p><span style="font-size: 12pt;">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.</span></p> <p><span style="font-size: 12pt;"><strong>Lighthouse Values: Our guiding light</strong></span></p> <p><span style="font-size: 12pt;">We are&nbsp;<strong><span style="color: rgb(253, 130, 55);">Lumineers</span></strong>. Our shared values keep us on a collaborative path fostering a cultural and customer centric environment</span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><span style="color: rgb(253, 130, 55);"><strong>Pursuit of greatness</strong></span>: 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</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><span style="color: rgb(253, 130, 55);"><strong>Meaningful work matters</strong></span>: We make every moment count by knowing what to deliver, why it matters, and how it drives Lighthouse forward</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><span style="color: rgb(253, 130, 55);"><strong>Elevate each other</strong></span>: We don’t just work together - we grow together. What unites us is understanding each other as people and working toward shared goals</span></li> </ul> <p><span style="font-size: 12pt;">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? 🚀</span></p></div><p><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><strong>Job Details</strong></span></p> <ul> <li style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">💼 Revenue team&nbsp;</span></li> <li style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">📍 Japan</span></li> <li style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">🕜 Full-Time Remote<br></span></li> <li style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">🌐 Fluent in English and Japanese<br></span></li> </ul> <p><span style="font-family: helvetica, arial, sans-serif;"><strong>What you will do</strong></span><br><span style="font-family: helvetica, arial, sans-serif;">You’ll be the face of Lighthouse for prospective clients, owning the full sales cycle from prospecting to close. This is a <strong>hunter</strong> role: you carry a quota, you build your own pipeline, and you’re&nbsp;accountable to outcomes and success. No excuses, just results.</span><br><span style="font-family: helvetica, arial, sans-serif;">What makes this different: you won’t do it alone. <strong>Lighthouse</strong> is deploying an <strong>agent AI infrastructure</strong>&nbsp;— Enablement, Pre-Sales, and Coaching agents — alongside a modern revenue stack. AI handles&nbsp;the prep, the sequencing, and the pattern recognition so you can focus on what matters — building&nbsp;relationships, running sharp discovery, and closing deals.</span><br><span style="font-family: helvetica, arial, sans-serif;">We work with structured sales methodology, like <strong>MEDDPICC</strong> to support high-quality deal execution.&nbsp;You’ll advance deals with evidence, protect pricing on value, and forecast with precision. We want to&nbsp;help you use modern tools to become a better seller and achieve great success.&nbsp;</span></p> <p><span style="font-family: helvetica, arial, sans-serif;"><strong>Where you will have impact</strong></span></p> <ul> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;"><strong>Own your territory and your number</strong>. Build and execute a strategic territory plan to generate a&nbsp;net-new pipeline. Maintain 3x pipeline coverage, forecast honestly, and take full accountability for&nbsp;your results. Your quota is your commitment.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;"><strong>Hunt and build a pipeline</strong>. Source a meaningful share of your own pipeline through outbound&nbsp;sequences, ICP targeting, Lighthouse Connect events, and industry conferences. This is not an&nbsp;SDR-reliant role.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;"><strong>Run a disciplined sales process</strong>. Using MEDDPICC to qualify and advance opportunities. Use the&nbsp;AI Pre-Sales Agent to identify gaps before every major call. Advance deals through stage gates with&nbsp;evidence, not optimism. Leverage AI to make your days easier and focus on more selling time.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;"><strong>Use AI as a force multiplier</strong>. Leverage the Enablement Agent for call prep, discovery frameworks,&nbsp;and positioning. Use the Coaching Agent to surface patterns in your pipeline and win rate. Push&nbsp;back on the tools when they’re wrong — help make the system smarter.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;"><strong>Become a hospitality expert</strong>. We will help you understand revenue management workflows well&nbsp;enough to run ROI conversations without a pre-sales overlay on every deal. Position an integrated&nbsp;platform versus point solutions. Know the competitive landscape inside out.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;"><strong>Drive results beyond net-new</strong>. Consistently meet and exceed sales targets through new business&nbsp;and by identifying expansion and upgrade opportunities within your accounts. Partner with Product&nbsp;to share market feedback and influence the roadmap. Represent Lighthouse at industry events to&nbsp;build the brand and your</span></li> </ul> <p><span style="font-family: helvetica, arial, sans-serif;"><strong>About our team</strong></span></p> <p><span style="font-family: helvetica, arial, sans-serif;">You’ll join a <strong>global</strong> Revenue team of<strong> 150+ sales</strong> professionals across<strong> 24 countries.</strong> Our team works&nbsp;across the full <strong>Lighthouse</strong> product suite, helping hotels, chains, and hospitality groups achieve their commercial goals. It’s a collaborative, high-energy environment with real opportunities for career growth and the chance to learn from experienced leaders as we continue to expand our market share.</span></p> <p><span style="font-family: helvetica, arial, sans-serif;"><strong>What's in it for you</strong></span></p> <ul> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Flexible time off: Autonomy to manage your work-life balance.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Career development: Workshops, frameworks, and training to maximize your professional potential.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Impactful work: Shape products relied on by 85,000+ users worldwide.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Referral bonuses: Earn rewards for bringing in new talent.</span></li> </ul> <p><span style="font-family: helvetica, arial, sans-serif;"><strong>Who you are</strong></span></p> <ul> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">2–5 years in a <strong>closing</strong> sales role, <strong>SaaS</strong> experience is a must but hunger and skill matters&nbsp;more than industry tenure.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Self-directed, <strong>coachable</strong>, and driven to continuously improve. You seek feedback on your&nbsp;calls, your pipeline, and your positioning — and act on it within the next deal, not the next&nbsp;quarter.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">You treat <strong>AI tools</strong> as a core part of your selling motion, not a novelty. You adopt new tooling&nbsp;quickly and bend it to your style.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Experience with <strong>MEDDPICC</strong> or similar qualification frameworks is a plus, not a requirement.&nbsp;What matters is that you bring discipline and structure to how you run deals.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Strong business acumen with the ability to sell on <strong>value</strong>, not price. Confident engaging stakeholders from GMs to C-suite.</span></li> <li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">You want to <strong>win</strong>. You prospect when it would be easier not to. You follow up one more time.&nbsp;You’re not okay with a bad quarter.</span></li> </ul><div class="content-conclusion"><p><span style="font-size: 12pt;"><strong>Diversity, equity, inclusion, and belonging</strong></span></p> <p><span style="font-size: 12pt;">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 part of our culture. If you require reasonable accommodation at any point during the application or interview process, please notify your recruiter.</span></p> <p><span style="font-size: 12pt;">Not ticking every box? No problem! We value diverse backgrounds and unique skill sets, and we encourage individuals from all walks of life to apply. 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!</span></p> <hr> <p style="text-align: center;"><span style="color: rgb(253, 130, 55); font-size: 10pt;"><a style="color: rgb(253, 130, 55);" href="https://www.mylighthouse.com/company/careers" target="_blank"><strong>Learn more about our careers and recruitment process</strong></a>&nbsp;| <strong><a style="color: rgb(253, 130, 55);" href="https://www.mylighthouse.com/company/about" target="_blank">Our company and leadership team</a></strong> | <strong><a style="color: rgb(253, 130, 55);" href="https://www.mylighthouse.com/company/beware-of-recruitment-scams" target="_blank">Beware of recruitment scams</a></strong></span></p></div>