Manager, Strategic Accounts

🕒 Outubro 21

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $110.000 - $115.000 / ano

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

👔 Gerente

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Kalibri Labs

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 2013

💼 Consultoria

📦 Logística

📣 Marketing

Consulting • Logistics • Marketing

A Kalibri Labs é uma empresa de tecnologia que se concentra em transformar a indústria hoteleira ao usar a análise de dados para impulsionar o desempenho e a rentabilidade. Através de suas soluções proprietárias, a Kalibri Labs oferece insights acionáveis que ajudam os operadores de hotéis a otimizar suas estratégias comerciais, aumentar a contribuição do lucro e crescer o valor dos ativos. A empresa aborda desafios como a concorrência de mercado e a escassez de mão de obra, equipando os clientes com as ferramentas necessárias para se adaptarem ao cenário digital em evolução da hospitalidade.

Descrição

• Lead, coach, and develop a team of Account Managers through regular coaching, pipeline reviews, and career development planning • Own team-wide and individual revenue accountability • Own renewal and expansion revenue for an assigned portfolio of high-value strategic customer accounts • Serve as strategic relationship owner and point of contact from day-to-day users through executive-level stakeholders • Identify and drive expansion through new properties, management contracts, broader portfolio rollouts, and cross-selling Kalibri products • Lead renewal strategy, negotiation, and contract execution • Monitor account health, usage, and portfolio changes to anticipate churn risk • Run executive business reviews connecting Kalibri’s data to clients’ commercial and ownership goals • Maintain Salesforce pipeline, next steps, and accurate forecasting • Report team performance, capacity, and pipeline health to the Senior Director of Customer Experience • Partner with Customer Support, Sales, Product, Data, and Enterprise teams • Bring customer insight into Kalibri to inform product direction and go-to-market strategy • Develop executive sponsor relationships and living account plans for strategic accounts

🎯 Requisitos

• 6+ years in strategic account management, key account management, or a client-facing revenue role carrying and hitting renewal and expansion targets • A minimum of 3–5 years of people management experience in Account Management, with ownership of team-wide revenue targets in addition to individual accountability • Demonstrated experience developing talent, coaching individual contributors, building career paths, and improving team performance • Experience building team cohesion and operating rhythm within a distributed or remote team • Hospitality industry experience (on property, above property, or hospitality-focused SaaS/data); hospitality is a must • Track record owning accounts in the six-figure ARR range, including leading the renewal and negotiating contract terms end to end • Experience building executive relationships and multi-threading complex, multi-stakeholder customer organizations • Demonstrated ability to build and run multi-year account plans that drive measurable expansion • Comfortable leading pricing, upsell, and contract conversations with senior buyers • Salesforce proficiency; technical aptitude to learn data products, datasets, and analytics tools • Background in revenue management, commercial strategy, or asset management (nice to have) • Experience selling a multi-product or Data-as-a-Service portfolio (nice to have) • High-growth or startup environment experience (nice to have) • Familiarity with Gong, LinkedIn Sales Navigator, or similar tools (nice to have) • Experience managing a fully remote team (nice to have) • Must live in the United States • 10–20% travel required for customer meetings, industry events, and periodic in-person team gatherings

🏖️ Benefícios

• Fully remote work, with a thriving company culture • Robust medical, dental, and vision plans through Blue Cross Blue Shield, including a $0 cost plan for employees and subsidized coverage for dependents • 401k plan with employer match • Flexible Paid Time Off • $250 new hire allowance for home office setup • Commission

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