Spanish-Speaking SDR

Overview

You're prospecting into hotels in Spanish-speaking markets (likely Latin America, Spain, or Spanish-speaking US markets) to book qualified demos for Lighthouse's revenue management platform. You're calling revenue managers, general managers, and sometimes ownership groups at chain hotels, independent properties, and hotel management companies. Your job is to get them interested enough in optimizing their pricing and distribution to take a 30-45 minute discovery call with an AE.

Role Snapshot

Company Context

Stage: Growth/Mature (1053 employees, established product)

Size: 1000+ employees

Growth: Hiring SDRs suggests continued expansion, likely pushing into new geographic markets

Market Position: Established player in hospitality revenue management, competing against legacy systems and other tech platforms

GTM Reality

Pipeline Sources:

• 20% Inbound - Some hotels raise their hand after seeing demos at hospitality conferences or through limited digital marketing
• 70% Outbound - This is the core of the job: cold calls, LinkedIn messages, and email cadences
• 10% Referrals - Existing customers occasionally refer other properties in their network

SDR/AE Structure: Dedicated SDRs feed pipeline to AEs who run demos and close deals

SE Support: Likely have SEs for technical demos, but SDRs don't interact with them much

Competitive Landscape

Main Competitors: Likely other revenue management systems (RMS) and business intelligence tools for hospitality—could include legacy providers or newer tech platforms

How They Differentiate: Comprehensive platform covering pricing, booking optimization, BI, and distribution (not just point solutions)

Common Objections: "We already have a system," "We handle pricing manually," "Not a priority right now," "Too expensive," "Need to talk to corporate first"

Win Themes: Data-driven pricing increases revenue, platform consolidation reduces tool sprawl, AI-powered insights save time

What You'll Actually Do

Time Breakdown

Prospecting (60%) | Follow-up/Nurture (25%) | Internal/Admin (15%)

Key Activities

• Cold Calling: 50-70 calls per day to hotel managers and revenue directors. Most don't answer. You leave voicemails that rarely get returned. You're trying to catch someone at their desk between check-ins and operational fires.
• Email Sequences: Writing personalized first-line openers for cold emails, then following up with sequenced touches. You're researching each hotel's online reviews, recent renovations, or market positioning to find relevant hooks.
• Qualifying Conversations: When you do get someone on the phone, you have 2-3 minutes to explain what Lighthouse does before they tell you they're busy. You're asking about their current pricing process, whether they use any tech tools, and how they think about revenue optimization.
• Meeting Handoffs: Coordinating calendars to get qualified prospects on the AE's calendar, writing detailed notes about what you learned, and following up when they no-show (which happens a lot).

The Honest Reality

What's Hard

• Language-specific prospecting can be isolating: You might be the only Spanish-speaking SDR on the team, which means less peer support and potentially working odd hours if you're covering Latin American time zones
• Hotel buyers are operationally focused, not tech buyers: They're juggling staffing issues, guest complaints, and daily operations. Getting them to prioritize a 30-minute call about revenue management software is tough.
• Long nurture cycles: Even interested prospects often say "call me next quarter" or "after the busy season." You're managing a lot of 3-6 month nurture sequences.
• Gatekeepers and organizational complexity: Calling into hotel chains means navigating corporate structures, getting transferred, and trying to figure out who actually makes buying decisions (property level vs. corporate).

What Success Looks Like

• Consistently booking 15-20 qualified meetings per month that show up and progress to next steps
• AEs accepting your handoffs as legitimate opportunities (not bouncing them back)
• Building a pipeline of warm nurture prospects who eventually convert

Who You're Selling To

Primary Buyers:

• Revenue Managers at hotel chains and independent properties
• General Managers (especially at smaller properties where they wear all hats)
• Regional Directors or VPs of Revenue Management at hotel groups

What They Care About:

• Revenue per available room (RevPAR) and occupancy optimization
• Competitive pricing vs. other hotels in their market
• Time savings vs. manual pricing in spreadsheets
• Integration with their existing property management system (PMS)
• Proving ROI before they'll invest in new software

Requirements

• Native or fluent Spanish speaker (business-level proficiency)
• Comfortable making 50+ cold calls per day and hearing "no" most of the time
• Able to learn enough about hotel operations and revenue management to have credible conversations
• Organized enough to manage multiple outreach sequences and follow-up cadences
• Resilient when prospects ghost you after expressing initial interest