Senior Strategic Account Manager

At Kalibri we are helping to redefine and rebuild the hotel industry. We are looking for passionate energetic and hardworking people with an entrepreneurial spirit who dream big and challenge the status quo. We are working on cutting-edge solutions for the industry: we harness cloud-native data pipelines with advanced AI/ML models to drive asset performance. Kalibri is growing so if youre ready to make a difference and utilize your talents across a groundbreaking organization please keep reading!

At Kalibri were helping to redefine and rebuild the hotel industry. Were looking for passionate energetic and hardworking people with an entrepreneurial spirit who dream big and challenge the status quo. Were using our data coupled with machine learning and AI to help increase asset values for our customers. Kalibri is growing so if youre ready to make a difference and put your talents to work at a groundbreaking organization keep reading.

Were hiring a Senior Strategic Account Manager to own growth and retention across a portfolio of Kalibris high-value property management customer accounts that represent meaningful strategic relationships.

This is a senior individual contributor role. Youll be the owner of each partnership: protecting and renewing the base building multi-year account strategy and pursuing expansion as your clients add hotels win new management contracts and adopt more of Kalibris product suite and Profit First Strategy.

Success in this role requires strong commercial judgment the ability to navigate complex customer organizations and comfort driving revenue conversations with senior stakeholders across evolving data-driven solutions.

• 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 Kalibris 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 Kalibris 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

• 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

• You consistently hit renewal and expansion targets across your portfolio

• Every strategic account has an executive sponsor relationship and a living account plan

• Your clients treat you as a strategic partner and bring you into their planning not just their problems

• You see portfolio changes and expansion opportunities before they are obvious and you know how to make the ask

• You protect the base while still pushing for growth

• 6 years in strategic account management key account management or a client-facing revenue role carrying and hitting renewal and expansion targets

• 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

10-20% travel required for customer meetings industry events and periodic in-person team gatherings.

At Kalibri success is defined by our core values:

• Solutions-Oriented: You look for answers and improvements not just problems.

• Aligned & Accountable: You take responsibility for deadlines and deliverables and communicate clearly.

• Keeping It Real: Youre honest kind and transparent in how you work with others.

• 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

Required Experience:

Senior IC