Manager, Strategic Accounts

Kalibri Labs • Washington, DC

2d • $110,000 - $115,000 • Remote

About The Position

The Manager, Strategic Accounts leads and develops a team of Account Managers while directly owning growth and retention across a portfolio of high-value property management customer accounts. This strategic account management role combines people leadership with responsibility for protecting and renewing existing business, building multi-year account strategies, and pursuing expansion as clients add hotels, win management contracts, and adopt more of Kalibri’s products and Profit First Strategy.

Success requires commercial judgment, skill navigating complex customer organizations, the ability to develop talent and build a cohesive, high-performing team, and comfort leading revenue conversations with senior stakeholders about evolving, data-driven solutions. The role is fully remote and requires 10–20% travel for customer meetings, industry events, and periodic in-person team gatherings.

Requirements

• At least 6 years of experience in strategic account management, key account management, or another client-facing revenue role with renewal and expansion targets.
• At least 3–5 years of people management experience in Account Management, including 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 rhythms within a distributed or remote team.
• Hospitality industry experience, whether on property, above property, or in hospitality-focused SaaS or data; hospitality experience is required.
• Track record managing accounts in the six-figure ARR range, including leading renewals and negotiating contract terms end to end.
• Experience building executive relationships and engaging multiple stakeholders in complex customer organizations.
• Demonstrated ability to build and execute multi-year account plans that drive measurable expansion.
• Comfort leading pricing, upsell, and contract conversations with senior buyers.
• Salesforce proficiency and technical aptitude to learn data products, datasets, and analytics tools.

Nice To Haves

• Background in revenue management, commercial strategy, or asset management.
• Experience selling a multi-product or Data-as-a-Service portfolio.
• Experience in a high-growth or startup environment.
• Familiarity with Gong, LinkedIn Sales Navigator, or similar tools.
• Experience managing a fully remote team.

Responsibilities

• Lead, coach, and develop a team of Account Managers through regular coaching, pipeline reviews, and career development planning, while owning team-wide revenue targets as well as 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, building relationships from day-to-day users through executive-level stakeholders.
• Identify and drive expansion through new properties and management contracts, broader portfolio rollouts, and cross-selling Kalibri products.
• Lead renewal strategy, negotiations, and contract execution to protect revenue and create opportunities for growth.
• Monitor account health, usage, and portfolio changes, and address churn risks proactively.
• Run executive business reviews that connect Kalibri’s data to clients’ commercial and ownership goals.
• Maintain disciplined Salesforce records, including pipeline, next steps, and accurate forecasts.
• Report team performance, capacity, and pipeline health to the Senior Director of Customer Experience.
• Partner with Customer Support, Sales, Product, and Data teams, as well as the Enterprise team when accounts overlap with brand partners.
• Bring customer insights into Kalibri to inform product direction and go-to-market strategy.

Benefits

• Fully remote work with a thriving company culture.
• Medical, dental, and vision plans through Blue Cross Blue Shield, including a $0-cost plan for employees and subsidized dependent coverage.
• 401(k) 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: Manager
• Education Level: No Education Listed