Manager, Strategic Accounts

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $110k - $115k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

👔 Manager

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Kalibri Labs

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2013

💼 Consulting

📦 Logistics

📣 Marketing

Consulting • Logistics • Marketing

Kalibri Labs is a company that transforms the way hoteliers use data to improve performance and profitability. They offer solutions such as Hummingbird PXM and real estate investment tools that help boost profit contribution, accelerate asset value growth, and enhance commercial strategies. By leveraging actionable insights, Kalibri Labs enables hotels to generate revenue at lower costs, tackle workforce challenges, and make smarter decisions in a rapidly changing digital marketplace. Their technology addresses the needs of hotel owners and operators amidst digital disruption, providing tools for efficient customer acquisition and improved profitability.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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