Responsibilities

• 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
• 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
• 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

Requirements

• 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

Preferred

• Hospitality or travel tech experience a plus; ability to ramp quickly in a complex, multi-persona environment is essential

Benefits

• What3s 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