Manager, Strategic Accounts

Kalibri Labs; Oregon; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Fully remote work

Medical, dental, vision plans

401k with employer match

Flexible Paid Time Off

$250 new hire home office allowance

Job summary

Kalibri Labs is seeking a Manager, Strategic Accounts to lead a team of Account Managers and own growth across high-value property management clients. You will steward multi-year strategies, protect the base, and drive expansion as hotels sign on for Kalibri’s data-driven solutions.

You will build executive relationships, navigate complex organizations, and ensure revenue targets are met. A CSP culture and remote-friendly setup support your success in a fast-moving, data-driven environment.

Qualifications

• 6+ years in strategic/account management or similar revenue role.
• 3–5 years of people management with team revenue ownership.
• Experience developing talent and driving team performance.
• Experience in hospitality industry and SaaS/data is a must.
• Proven track record with six-figure ARR and renewal leadership.
• Ability to build executive relationships and multi-stakeholder teams.
• Commercial courage in pricing, upsell, and contract conversations.

Responsibilities

• Lead and develop a team of Account Managers with revenue targets.
• Own renewal and expansion revenue for strategic accounts.
• Be the strategic relationship owner from users to executives.
• Identify expansion opportunities across hotels and contracts.
• Lead renewal strategy, negotiation, and contract execution.
• Monitor account health, usage, and churn risk.
• Run executive business reviews linking Kalibri data to client goals.
• Maintain Salesforce hygiene and forecast accuracy.
• Report on team performance and pipeline health to leadership.
• Collaborate with Support, Sales, Product, Data, and Enterprise teams.
• Bring customer insight back to inform product direction and GTM.

Skills

Strategic account management

People management

Client relationship building

Commercial judgment

Forecasting & pipeline hygiene

Cross-functional collaboration

Negotiation & pricing

Tools

Salesforce

Gong

LinkedIn Sales Navigator

Job description

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 you're ready to make a difference and utilize your talents across a groundbreaking organization, please keep reading!

About the Role

As the Manager, Strategic Accounts, you will lead and develop a team of Account Managers while directly owning growth and retention across a portfolio of Kalibri's high-value property management customer accounts that represent meaningful, strategic relationships.This is a strategic account management role with people leadership responsibilities. You'll 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 Kalibri's product suite and Profit First Strategy.Success in this role requires strong commercial judgment, the ability to navigate complex customer organizations, the ability to develop talent and build a cohesive, high-performing team, and comfort driving revenue conversations with senior stakeholders across evolving, data-driven solutions.

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

What Success Looks Like

• You consistently hit renewal and expansion targets across your portfolio and your team's portfolio
• You ensure your Account Managers are growing by hitting their individual goals, developing new skills, and staying engaged
• You foster a collaborative team culture where individual growth and collective success go hand in hand
• You are committed to building trust and fostering a cohesive, collaborative culture within the team and across the organization.
• 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

Must-Have Experience & Qualifications

• 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

Nice-to-Have Experience & Qualifications

• 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

Travel

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

Behavioral & Values Fit

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: You're honest, kind, and transparent in how you work with others.

The 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