Business Development Manager - Middle East

Account Executive
- Middle East (based in UAE)

Dubai, UAE

At Lighthouse, we’re on a mission to disrupt commercial strategy for the hospitality industry. Our innovative commercial platform takes the complexity out of data, empowering businesses with actionable insights, advanced pricing tools, and cutting‑edge business intelligence to unlock their full revenue potential.

Backed by $370 million in series C funding and driven by an unwavering passion for growth, we’ve welcomed five companies into our journey and have surpassed $100 million in ARR in 2024. Our 850+ teammates span 35 countries and represent 34 nationalities.

At Lighthouse, 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? 🚀

What you will do

We are expanding internationally and are looking for a full‑time Business Development Manager
-Middle East (Based in Dubai).

Where you will have impact

• As a hunter, you source potential client opportunities via cold calling, email campaigns and through interaction with professional industry network groups.
• Your primary focus will be on our Balkan & Eastern European market, targeting opportunities and building client relationships within this region.
• Respond to all incoming product enquiries, referrals and leads in a timely and effective manner. You format tailor‑made proposals to clients.
• You organise face‑to‑face or online product demonstrations and advanced training sessions.
• Keep track of our existing client base and generate new sales by upselling our products according to the client’s needs.
• Contract negotiation, maintaining a balance between optimal service, value for the client and Lighthouse's profit margins.
• Together with the team, you help build and adjust the vision for the sales team. You build and execute a business development plan to achieve business aims and the sales targets, develop innovative strategies to maximise results and identify shortfalls in the process. This all aims at process improvements.
• Attend meetings, (inter) national conferences and organise regional road shows as required.
• You are the middleman between our client and our Product Development team. You will provide client feedback to this team so products can be reviewed in line with the feedback.
• Keep track of your efforts in our CRM system and achieve KPI’s and targets.
• Leverage AI driven insights and automation across CRM, conversation intelligence and commercial data to improve forecast accuracy, elevate pipeline quality, ensure smarter account execution, and continuously optimise sales processes in partnership with Sales Operations.

Who you are

• You have a Bachelor's Degree in Hospitality, Business, Communication, Economics or other relevant fields.
• You have a proven experience in business development (
  full sales cycle
  ) in a SaaS company, preferably in hospitality.
• Passion for the travel industry is an absolute must, we all caught the travel bug at Lighthouse ;)
• A hunter by heart: thanks to your hunter mentality, you can find, solicit and drive new business to our company. After generating leads, you are comfortable presenting and promoting our products by webinars and tutorials.
• You're not the salesman that sells thin air, right? You're passionate about our products and tailor your pitch to the audience's needs.
• You are a self‑starter: you will pose new ideas and process improvements for our sales process.
• You have experience with Sales Force, or other CRM systems and related sales tools.
• You are fluent in English and Arabic!
• You are AI curious and performance obsessed. You actively explore how automation, generative AI and data driven insights can improve coaching, forecasting and deal execution. You see AI as a lever to optimise results, not as a trend.

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…