Senior GTM Strategist

Senior GTM Strategist

Denver Metropolitan Area
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 softwarethey 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.
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 campaign) rather than raw token counts
Build land-and-expand playbooks structured around consumption milestones

not just seat count

with expansion triggers tied to token utilization thresholds
Market & AI Landscape Awareness

Maintain an ongoing view of shifts in hospitality technology buying and the broader enterprise landscape

including AI trends in sectors that adopt ahead of hospitality

and translate what's relevant into Lighthouse's GTM strategy
Ensure sales reps have accurate, current AI knowledge so they're never citing outdated trends or positioning in front of clients
Produce regular internal briefings that keep leadership and GTM teams aligned on market direction and what it means for how we sell
About our team:
Join our dynamic Revenue team of over 150 sales professionals globally, represented in 24 countries, who are passionate about driving revenue and expanding our market share in the hospitality industry. As a large department with various roles, our team offers many opportunities for growth and career development. Our team works closely with customers, (including hotels, chains, STR and more) to help them achieve their revenue goals. As a member of our team, you'll have the opportunity to work with a dynamic group of professionals, learn from experienced leaders, and contribute to the success of our organization.
What's in it for you?
Impactful work: Shape products relied on by 85,000+ users worldwide.
Competitive compensation: Proactively maintained to value your work.
Flexible working environment: Work from home or at one of our global offices.
Flexible time off: Autonomy to manage your work-life balance.
401k matching: Up to 4%.
Health insurance: Two Blue Cross Blue Shield plans with 99% company contribution to the base plan and 75% for dependents and spouses, plus $25/month to HSA.
Vision and Dental Insurance: Dental Buy-up plan option, 50% company contributions to premiums for both employees, dependents and spouses for both.
Employee Assistance Program: 100% confidential and free.
Employer paid Short Term Disability + $50,000 Life Insurance
Parental