Senior GTM Strategist

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 leave: 12 weeks of company paid primary caregiver leave, 3 weeks of company paid secondary caregiver leave, $1,500 new parent bonus, and 4 week flexible return to work plan.
• Wellbeing support: Subsidized up to 80% ClassPass subscription.
• Referral bonus: Earn rewards for bringing in new talent.

Who you are

• 5–7 years in B2B SaaS in a product marketing or GTM strategy role where you had to translate complex, data-led products into narratives that both technical and non-technical buyers could act on — and equip the reps delivering those conversations
• A strong track record building positioning, messaging, competitive narrative, and sales-ready storytelling that actually changes how reps sell
• Exceptional writing skills — you can turn a dense product capability or a shifting market dynamic into a sharp, usable narrative for buyers, operators, and internal teams alike
• Deep customer instinct — you stay close to buyer pain points, objections, and what's true in the field, and you use that to build things that hold up in real conversations
• Genuine fluency with AI concepts and how they translate into business value for operators — you don't need to be technical, but you need to be able to build the bridge between what AI does and why a hotel GM or CFO should care
• A strong, active interest in enterprise AI broadly — not just hospitality — with the curiosity and discipline to track shifts across industries and translate what's relevant back to the business
• An active habit of staying current — new tools, shifting buyer behavior, emerging competitive threats — and strong points of view on what it means for how we sell
• Experience working across sales, enablement, and marketing functions — you understand the handoffs, you've built for all three audiences, and you know what "good" looks like at each layer
• Ability to influence without authority — you've built trust with commercial teams and senior leaders, and you know how to get your frameworks actually used
• Hospitality or travel tech experience a plus; ability to ramp quickly in a complex, multi-persona environment is essential