Note: The job is a remote job and is open to candidates in USA. Kalibri is hiring a Manager, Strategic Accounts to lead and develop Account Managers while owning growth and retention across high-value property management customer accounts. The role focuses on renewals, expansion, strategic customer relationships, team performance, and collaboration across internal teams.
Responsibilities
- Lead, coach, and develop a team of Account Managers including regular coaching, pipeline reviews, and career development planning while taking ownership of team-wide revenue targets in addition to individual accountability
- Own renewal and expansion revenue for an assigned portfolio of high-value strategic customer accounts
- Serve as the strategic relationship owner and point of contact for your accounts building relationships from day-to-day users to executive-level conversations
- Identify and drive expansion: new properties and management contracts, broader rollout across the portfolio, and cross-sell across Kalibri’s products
- Lead renewal strategy, negotiation, and contract execution, protecting revenue while creating room to grow
- Monitor account health and usage, and get ahead of churn risk before it becomes a problem
- Run executive business reviews that connect Kalibri's data to your clients' commercial and ownership goals
- Monitor account health, usage, and portfolio changes to get ahead of churn risk
- Maintain disciplined Salesforce hygiene: pipeline, next steps, and accurate forecasting
- Report on team performance, capacity, and pipeline health to the Senior Director of Customer Experience
- Partner with Customer Support, Sales, Product, and Data teams, and with our Enterprise team where accounts overlap with brand partners
- Bring customer insight back into Kalibri to inform product direction and go-to-market strategy
Skills
- 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
- Commercial courage: 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
- Experience selling a multi-product or Data-as-a-Service portfolio
- High-growth or startup environment experience
- Familiarity with Gong, LinkedIn Sales Navigator, or similar tools
- Experience managing a fully remote team
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
- Offers Commission
Company Overview