VP of Enterprise Sales - EMEA

The VP of Enterprise Sales - EMEA at Lighthouse is responsible for defining and executing the enterprise sales strategy across major hotel chains in the EMEA region. This includes developing multi-year sales strategies, leveraging industry relationships for strategic partnerships, maintaining detailed account plans, building a robust sales pipeline, and collaborating cross-functionally with teams to ensure customer satisfaction.

Successful candidates for the VP of Enterprise Sales - EMEA position at Lighthouse should possess over 10 years of Enterprise Sales experience, with at least 5 years in the hospitality sector. Proven relationships with C-level executives, exceptional communication skills, and a deep understanding of sales strategies, particularly in SaaS/DaaS, are crucial for this role.

Lighthouse is committed to creating an environment that fosters professional growth. The VP of Enterprise Sales - EMEA will have access to workshops, training sessions, and resources that support career development. This investment in learning ensures that leaders can realize their full potential while enhancing their skills and expertise in the hospitality technology space.

The VP of Enterprise Sales - EMEA will significantly impact Lighthouse's growth trajectory by generating $1.5M to $2M in new revenue annually. This role will be critical in shaping the company's relationships with major hotel chains and ensuring sustained customer satisfaction, all of which are vital to achieving Lighthouse's ambitious business objectives.

At Lighthouse, the work culture is collaborative, innovative, and passionate. The company values teamwork and encourages diverse perspectives. Employees can enjoy a flexible working environment, autonomy in managing their work-life balance, and the opportunity to directly contribute to shaping the future of the hospitality sector.

When answering this question, focus on specific roles where you successfully drove sales within the hospitality sector. Highlight key achievements, such as revenue growth percentages, any partnerships you established, and how you overcame challenges. Use quantifiable data to showcase your impact.

Discuss your approach to building relationships, emphasizing trust and consistent communication. Provide examples of how you engage with C-level executives, the strategies you utilize for keeping in touch, and how you tailor your discussions to align with their business goals.

Share your insights on effective sales strategies for SaaS products, including value-based selling and solution-focused approaches. Discuss how you assess client needs, present tailored solutions, and ensure a smooth onboarding process to secure long-term customer relationships.

Explain that rejection is a natural part of sales. Discuss techniques you use to stay motivated, such as focusing on learning from each experience, analyzing what went wrong, adjusting your approach, and using it as an opportunity to improve future pitches.

From sales strategy to product implementation, collaboration is crucial. Provide examples of how you've worked with marketing, account management, and product teams to ensure clients receive optimal solutions. Highlight a successful project that benefited from this teamwork.

Discuss the importance of data-driven decision-making and how you set KPIs that align with strategic objectives. Describe metrics you consider essential for gauging success, such as revenue targets, lead conversion rates, and customer satisfaction scores.

Explain your method for assessing opportunities based on potential revenue and alignment with business goals. Share how you evaluate the pros and cons of each deal and how you leverage your insights to focus on the most promising leads for revenue growth.

Choose a specific instance where you faced significant hurdles in closing a deal. Detail the challenges, your approach to negotiating, the strategies employed, and the positive outcome. This shows your problem-solving skills and resilience.

Discuss emerging trends like the shift toward data-driven decision-making and personalized client engagement. Engage with recent developments in technology affecting the industry, and share your perspective on how Lighthouse can adapt and innovate in tandem with these trends.

Articulate your enthusiasm for Lighthouse's mission and values. Discuss how your experience aligns with the company's goals, your understanding of the hospitality industry, and how you envision contributing to the company's growth and innovation.