Director, Sales Strategy and Execution

Lighthouse Corporation Ltd - Denver, CO

Full-time - Senior

Remote - Denver, CO

501-1,000 employees

Hospitals

About the position

At Lighthouse (formerly OTA Insight), we're on a mission to reimagine commercial strategy for the hospitality industry. Our commercial platform simplifies data, transforming complexity into confidence with actionable market insights, business intelligence, and pricing tools that maximize revenue. We successfully raised 80 million in series B funding, welcomed four companies to our organization, and aim to grow over 100 million in ARR in 2024. With more than 560 teammates illuminating the way, representing 34 nationalities living in 35 different countries, we are a fun, collaborative, and committed team that works hard to achieve amazing results. We are seeking a dynamic and experienced SaaS Sales Manager to lead our Go-To-Market (GTM), Enablement, and Automation Programs. The ideal candidate will be responsible for developing and executing strategies to drive sales growth, streamline processes, and enhance the effectiveness of our sales team. This role requires a strong combination of leadership, strategic thinking, and hands-on execution. As the Director of Sales Strategy and Execution, you will report directly to the CRO and will be part of the Management Team. You will ensure the successful launch and sustained support of the sales team to achieve both regional and product level goals. This position will oversee the strategy for onboarding and training reps, hand off to the regional teams, development of ongoing training and skills development, and the measurement of productivity. You will also oversee resources supporting the sales team to enable, automate, and simplify the sales process in order to create more selling time and repetitions for reps. The overall success of this position will be defined by shorter ramp times, improved rep productivity, and the achievement of product level sales targets. This position will need to work collaboratively with our marketing, product management, customer success, and growth operations teams. You must be a data-driven leader who can be a catalyst of change within our sales function.

Responsibilities

• Develop and execute the Go-To-Market (GTM) strategy for new product launches and market expansions, working closely with cross-functional teams including product management, marketing, and customer success.
• Ensure that sales playbooks are dynamic and central to our execution strategy.
• Work closely with our data analytics teams to segment TAM and SOM markets to ensure that our sales teams are focused on viable opportunities.
• Define and implement sales enablement programs to equip our sales team with the knowledge, skills, and resources they need to succeed, including training, content development, and sales tools.
• Support our SDR team with effective outreach tools and processes to scale market coverage.
• Lead the design and implementation of sales automation programs to optimize sales processes, improve efficiency, and drive scalability.
• Manage and coach a team of sales professionals, providing guidance, support, and performance feedback to drive continuous improvement and achieve sales targets.
• Collaborate with marketing to develop and execute demand generation programs, including campaigns, events, and lead generation initiatives.
• Develop programs and initiatives to leverage AI and Automation to improve sales performance and market coverage.
• Analyze sales data and metrics to track performance, identify trends, and generate insights to inform strategic decision-making.
• Stay abreast of industry trends, competitive landscape, and market dynamics to identify opportunities and risks, and adjust strategies accordingly.
• Define business requirements to identify sales technology that supports long term goals.
• Ensure optimal utilization of all sales technology through integration into playments and proper documentation and configuration.
• Be a key player in the integration of acquired companies ensuring the continued growth of product lines and the integration of team members.

Requirements

• Bachelor's degree in Business Administration, Marketing, or related field; MBA or equivalent experience preferred.
• 5+ years of experience in SaaS sales, with a proven track record of success in driving revenue growth and leading high-performing sales teams.
• Strong understanding of SaaS business models, sales processes, and best practices.
• Demonstrated experience in developing and executing Go-To-Market (GTM) strategies for new product launches and market expansions.
• Proven ability to develop and implement sales enablement and automation programs to drive efficiency and effectiveness.
• Excellent leadership and management skills, with the ability to inspire, motivate, and develop a team.
• Exceptional communication and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels.
• Analytical mindset with the ability to leverage data and metrics to inform decision-making and drive results.
• Strong project management skills with the ability to manage multiple initiatives simultaneously and deliver results on time and within budget.

Benefits

• Flexible working environment: Work from home or at one of our global offices.
• Flexible time off: Autonomy to manage your work-life balance.
• 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.
• 401k matching: Up to 4%.
• Health insurance: Three Blue Cross Blue Shield plans with 99% company contribution to the base plan and 50% for dependents and spouses, plus $25/month to HSA.
• Wellbeing support: Subsidized up to 80% ClassPass subscription.
• Referral bonuses: Earn rewards for bringing in new talent.