Account Executive

Kalibri Labs • Washington, DC

17d • Remote

About The Position

We're looking for an Account Executive who can drive revenue growth by identifying, developing, and closing new business with hotel owner/operators and small-to-mid-sized management groups in the SMB segment.
This role is ideal for a high-volume, full-cycle SaaS seller who owns their pipeline end-to-end and thrives in a fast-paced environment. You'll collaborate with Marketing, Customer Success, and Product to deliver client value.
This is a great opportunity to make a direct impact on revenue growth at a scaling hospitality tech company, while building lasting relationships with hotel industry decision-makers.
While Kalibri operates fully remotely, this role includes 25–50% travel for industry events, customer meetings, and periodic in-person team gatherings.

Requirements

• 3–5+ years of full-cycle B2B SaaS sales with a proven track record of meeting or exceeding quota
• High-volume prospecting experience — owns pipeline end-to-end, from list-building and outreach through qualification and close. Consistent daily, multi-channel outreach (calls, emails, LinkedIn) and a track record of maintaining strong pipeline coverage independently
• Direct experience working with or selling to the hospitality/hotel industry (owner/operators, management companies, brands)
• Proficiency in CRM and sales engagement tools (Salesforce, Gong, LinkedIn Sales Navigator)
• Proficiency in Microsoft and Google Workspace apps for proposals and presentations
• Bachelor's degree in Business, Marketing, Hospitality, or related field (or equivalent experience)

Nice To Haves

• Prior experience selling to commercial, revenue management, or distribution leaders within hotel companies or management groups
• Background in consultative sales cycles with multiple stakeholders
• Experience building or expanding new accounts or territory from scratch
• Familiarity with HubSpot, CoPilot, or hospitality analytics tools
• Formal sales training certifications (e.g., Miller Heiman, MEDDIC)
• Experience working in a startup or rapidly scaling SaaS environment
• Well-established network of decision-makers in the hotel industry

Responsibilities

• Own the full sales cycle — from prospecting and outreach through negotiation and close — with a consultative, value-based approach
• Maintain a strong, qualified pipeline and keep Salesforce and Gong updated daily with all activity, forecasting, and next steps
• Run impactful demos and presentations that communicate ROI and the value of Kalibri's data-driven insights
• Collaborate cross-functionally with Marketing, Client Engagement, and Product to align on strategy and deliver client value
• Represent Kalibri at industry events and conferences to build relationships and drive pipeline

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level