Technical Account Manager
Lighthouse · Japan ·
- Work mode
- Remote
- Employment
- Full time
- Category
- Sales
Our Mission: Why Lighthouse?
At Lighthouse, we’re on a mission to revolutionize commercial strategy as hospitality’s most powerful AI platform. We take the world's largest hotel data network and transform it into real-time intelligence that drives action. We don't just deliver insights; we empower businesses to make decisions that move revenue.
With $370M in Series C funding and over $100M in ARR, we are scaling at lightspeed. Our 850+ teammates across 35 countries aren't just building software—they are leveraging cutting-edge AI to help hoteliers be the first to act. Tens of thousands of hotels across 185 countries trust Lighthouse to execute their commercial strategy, including every one of the top 15 global chains and thousands of independent hotels that consistently outperform their markets. With Lighthouse AI, the intelligence gets deeper. Decisions get smarter. Actions get faster. We help hoteliers be first to act.
Lighthouse Values: Our guiding light
We are Lumineers. Our shared values keep us on a collaborative path fostering a cultural and customer centric environment
- Pursuit of greatness: We’re innovators who care deeply about our customers’ success. Our team brings their best work, stays curious, and delivers excellence through attention to detail
- Meaningful work matters: We make every moment count by knowing what to deliver, why it matters, and how it drives Lighthouse forward
- Elevate each other: We don’t just work together - we grow together. What unites us is understanding each other as people and working toward shared goals
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? 🚀
Job Details:
- 💼 Revenue Team
- 📍 Japan
- 🕜 Full-time / Remote
What you will do:
The Technical Account Manager is a senior commercially oriented technical advisor within the Lighthouse Commercial team. They manage a portfolio of complex and high-value accounts, partnering closely with Account Executives to drive adoption, retention, and growth.
The role combines strong Lighthouse product and integration expertise with commercial judgment and proactive account management. The TAM acts as a trusted technical advisor to customer stakeholders, identifies risks and opportunities before they become issues, and translates technical capabilities into measurable business value.
Where you will have Impact:
Strategic Account & AE Partnership
- Own the technical relationship across a portfolio of complex managed accounts.
- Partner closely with AEs on account strategy, retention, expansion, and renewal planning.
- Proactively identify adoption gaps, technical risks, expansion opportunities, and churn signals.
- Provide usage, adoption, ROI, and technical insights to support renewals and commercial conversations.
- Lead or contribute to QBRs, adoption reviews, renewal preparation, and executive customer engagements.
- Tailor engagement based on account value, complexity, health, and commercial opportunity.
Product & Technical Expertise
- Serve as a senior SME across Lighthouse products, integrations, data, and AI capabilities.
- Understand BI data structures, market codes, OTB vs. Actuals, and common data-quality issues.
- Demonstrate strong knowledge of Connect AI, PMS/OTA connectivity, Rate Insight & Parity, The Hotels Network, Market Insight, and Ernest/Revenue Agent.
- Understand APIs, data flows, PMS/channel integrations, and common integration failure points well enough to scope, diagnose, and explain complex scenarios.
- Own the customer-facing technical narrative while partnering with Customer Care, Engineering, and Product on underlying resolution.
Customer Adoption & Value Realization
- Build account-specific adoption plans that connect Lighthouse capabilities to customer business outcomes.
- Drive sustained adoption of core products, advanced functionality, and AI capabilities.
- Lead best-practice sessions, technical value reviews, and targeted adoption engagements.
- Monitor adoption milestones and proactively intervene when customers are not realizing expected value.
- Develop and share scalable best practices, playbooks, and customer-facing content.
AI-First Account Management
- Actively drive adoption of Ernest/Revenue Agent and other AI capabilities across the portfolio.
- Use Claude, Gemini, and Lighthouse AI tools daily to improve account analysis, preparation, communication, and prioritization.
- Translate AI capabilities into practical customer use cases and measurable outcomes.
- Identify opportunities to automate repetitive account-management activities and improve portfolio scalability.
- Validate AI-generated insights and maintain high standards of accuracy and customer relevance.
Cross-Functional Leadership
- Act as a senior bridge between Commercial, Customer Care, Engineering, Product, and customers.
- Bring structured customer feedback and product insights into internal teams.
- Coordinate complex technical engagements and ensure clear ownership and communication.
- Share technical and commercial best practices with other TAMs and AEs.
- Contribute to improvements in TAM processes, playbooks, tooling, and operating models.
About Our Team:
You’ll join a global Revenue team of 150+ sales professionals across 24 countries. Our team works across the full Lighthouse product suite, helping hotels, chains, and hospitality groups achieve their commercial goals. It’s a collaborative, high-energy environment with real opportunities for career growth and the chance to learn from experienced leaders as we continue to expand our market share.
Whats in it for you:
- Flexible working environment: Work from home or at one of our global offices.
- Flexible time off: Autonomy to manage your work-life balance.
- Collaborative team: High-bar, friendly, creative, and passionate colleagues.
- 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.
- Referral bonuses: Earn rewards for bringing in new talent.
Diversity, equity, inclusion, and belonging
Thank you for considering a career with Lighthouse. We are committed to fostering a diverse and inclusive workplace that values equal opportunity for all. We welcome candidates from all backgrounds, regardless of age, gender, race, religion, sexual orientation, and disability. Our commitment to equality is part of our culture. If you require reasonable accommodation at any point during the application or interview process, please notify your recruiter.
Not ticking every box? No problem! We value diverse backgrounds and unique skill sets, and we encourage individuals from all walks of life to apply. If your experience looks a little different from what we've described, but you're passionate about what we do and are a quick learner, we'd love to hear from you!
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