Remote Strategic Accounts Manager & Team Lead

Kalibri Labs; Washington (District of Columbia); Remote; USD 120,000 - 160,000; Full time

Benefits offered by this job

Fully remote work culture

Blue Cross Blue Shield medical/dental/

401k plan with employer match

Flexible Paid Time Off

New hire home office allowance

Job summary

Kalibri Labs in the United States is seeking a Manager, Strategic Accounts to lead a team of Account Managers and own growth across a portfolio of high-value property management clients. You will renew, expand, and deepen relationships, driving multi-year account plans and cross-sell Kalibri's data products and Profit First Strategy.

You will coach a distributed team, manage revenue targets, and collaborate with Support, Sales, Product, and Data teams to align client goals with Kalibri's

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.

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.
• 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

Strategic account management

People management

Talent development

Distributed/remote team operations

Hospitality industry experience

Six-figure ARR management

Executive relationships

Multi-year account plans

Commercial courage

Tools

Salesforce

Job description

Kalibri Labs in the United States is seeking a Manager, Strategic Accounts to lead a team of Account Managers and own growth across a portfolio of high-value property management clients. You will renew, expand, and deepen relationships, driving multi-year account plans and cross-sell Kalibri's data products and Profit First Strategy.

You will coach a distributed team, manage revenue targets, and collaborate with Support, Sales, Product, and Data teams to align client goals with Kalibri's