Manager, Strategic Accounts

The role

You will lead and develop a team of Account Managers while owning growth and retention for a portfolio of high-value property management customer accounts. You will build multi-year account strategies and pursue expansion as clients adopt more products.

What you will do

• Lead, coach, and develop a team of Account Managers
• 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 accounts
• Identify and drive expansion through new properties, management contracts, and cross-selling
• Lead renewal strategy, negotiation, and contract execution
• Monitor account health and usage to prevent churn risk
• Run executive business reviews
• Maintain disciplined Salesforce hygiene
• Report on team performance, capacity, and pipeline health to the Senior Director of Customer Experience
• Partner with Customer Support, Sales, Product, Data, and Enterprise teams

Required 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
• 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)
• Track record owning accounts in the six-figure ARR range
• 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

• 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

Benefits

• Fully remote work
• Robust medical, dental, and vision plans through Blue Cross Blue Shield
• $0 cost plan for employees
• Subsidized coverage for dependents
• 401k plan with employer match
• Flexible Paid Time Off
• $250 new hire allowance for home office setup

About the company

Kalibri helps to redefine and rebuild the hotel industry using cloud-native data pipelines with advanced AI/ML models to drive asset performance.