Manager, Strategic Accounts

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