Senior Strategic Account Manager

Kalibri Labs; United States; Hybrid; USD 120,000 - 160,000; Full time

Benefits offered by this job

Fully remote

Medical, dental, and vision plans

401k with employer match

Flexible Paid Time Off

Home office stipend

Job summary

Kalibri is hiring a Senior Strategic Account Manager to own growth and retention across a portfolio of high-value hospitality-focused property accounts. You will manage renewals, drive multi-year strategies, and pursue expansion as hotels and contracts evolve and Kalibri’s product suite is adopted.

You will lead negotiations, build executive relationships, and coordinate with cross-functional teams to protect revenue while enabling portfolio expansion and success.

Qualifications

• 6+ years in strategic account management or similar revenue-facing role with renewals/expansion targets.
• Hospitality-focused experience on property or SaaS/data is required.
• Proven track record managing six-figure ARR and negotiating contracts end to end.
• Experience building executive relationships and multi-threading complex organizations.
• Ability to architect multi-year account plans driving expansion.
• Comfort leading pricing, upsell, and contracts with senior buyers.
• Salesforce proficiency and aptitude for data products and analytics tools.

Responsibilities

• Own renewal and expansion revenue for a high-value portfolio.
• Serve as strategic relationship owner from day-to-day users to executives.
• Identify expansion opportunities: new properties, broader rollout, cross-sell.
• Lead renewal strategy, negotiate contracts, protect revenue and enable growth.
• Monitor health and usage to preempt churn risk.
• Run executive business reviews aligning data to business goals.
• Maintain Salesforce hygiene: pipeline, actions, forecasting.
• Collaborate with Support, Sales, Product, Data, and Enterprise teams.
• Provide customer insights to inform product direction and GTM strategy.

Skills

Strategic account management

Hospitality industry experience

Six-figure ARR management

Executive relationships

Multi-year account planning

Commercial pricing & negotiation

Salesforce proficiency

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 Kalibri

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

About the Role

We're hiring a Senior Strategic Account Manager to own growth and retention across a portfolio of Kalibri's high-value property management customer accounts that represent meaningful, strategic relationships.

This is a senior individual contributor role. 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, and comfort driving revenue conversations with senior stakeholders across evolving, data-driven solutions.

Responsibilities

• 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

• 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

• 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

• 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

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