Manager, Strategic Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, mentor, and nurture a team of Account Managers by conducting regular coaching sessions, pipeline assessments, and career progression planning.

• Take ownership of both team-wide and individual revenue responsibilities.

• Manage renewal and expansion revenue for a designated portfolio of high-value strategic customer accounts.

• Act as the strategic relationship manager and primary contact for both day-to-day users and executive-level stakeholders.

• Identify opportunities for expansion through new properties, management contracts, broader portfolio rollouts, and cross-selling Kalibri products.

• Direct the renewal strategy, negotiation processes, and contract implementation.

• Oversee account health, usage statistics, and portfolio modifications to proactively identify churn risks.

• Conduct executive business reviews that align Kalibri’s data with clients’ commercial and ownership objectives.

• Maintain the Salesforce pipeline, outline next steps, and ensure precise forecasting.

• Report on team performance, capacity, and pipeline health to the Senior Director of Customer Experience.

• Collaborate with Customer Support, Sales, Product, Data, and Enterprise teams.

• Integrate customer insights into Kalibri to guide product development and market strategy.

• Cultivate executive sponsor relationships and create living account plans for strategic accounts.

⛳️ Requirements

• Over 6 years of experience in strategic account management, key account management, or a client-facing revenue role with a proven track record of meeting renewal and expansion goals.

• At least 3–5 years of experience in people management within Account Management, with accountability for team-wide revenue targets alongside individual responsibilities.

• Proven ability to develop talent, coach individual contributors, build career paths, and enhance team performance.

• Experience in fostering team cohesion and maintaining operational rhythms within distributed or remote teams.

• Hospitality industry experience is essential, whether on property, above property, or within hospitality-focused SaaS/data environments.

• A history of managing accounts in the six-figure ARR range, including leading renewals and negotiating contract terms from start to finish.

• Experience in building executive relationships and navigating complex, multi-stakeholder customer organizations.

• Demonstrated capability to create and execute multi-year account plans that yield measurable growth.

• Comfortable leading discussions on pricing, upselling, and contract negotiations with senior buyers.

• Proficient in Salesforce with the technical aptitude to understand data products, datasets, and analytics tools.

• Background in revenue management, commercial strategy, or asset management is a plus.

• Experience in selling a multi-product or Data-as-a-Service portfolio is advantageous.

• Familiarity with high-growth or startup environments is a bonus.

• Knowledge of tools such as Gong, LinkedIn Sales Navigator, or similar platforms is preferable.

• Experience in managing a fully remote team is a plus.

• Must reside in the United States.

• 10–20% travel is required for customer meetings, industry events, and occasional in-person team gatherings.

🏝️ Benefits

• Fully remote work opportunities within a vibrant company culture.

• Comprehensive medical, dental, and vision insurance plans through Blue Cross Blue Shield, featuring a $0 cost plan for employees and subsidized coverage for dependents.

• 401k plan with employer matching contributions.

• Flexible Paid Time Off policy.

• $250 allowance for new hires to set up their home office.

• Commission opportunities.