Senior Strategic Account Manager

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

📋 Description

• Take charge of renewal and growth revenue for a designated portfolio of high-value strategic customer accounts.

• Act as the primary relationship owner and point of contact, fostering connections from everyday users to executive stakeholders.

• Identify and drive growth opportunities through new properties, management contracts, broader portfolio implementation, and cross-selling Kalibri products.

• Lead the strategy for renewals, negotiations, and contract finalization.

• Monitor account health, usage patterns, and portfolio changes to recognize and address churn risks.

• Conduct executive business reviews linking Kalibri data to clients’ commercial and ownership objectives.

• Maintain an updated Salesforce pipeline, outlining next steps and precise forecasting.

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

• Incorporate customer insights into product direction and market strategies.

• Travel 10–20% for client meetings, industry events, and occasional in-person team gatherings.

⛳️ Requirements

• Over 6 years of experience in strategic account management, key account management, or a client-facing revenue role with responsibilities for renewal and expansion targets.

• Experience in the hospitality industry (on-property, above property, or hospitality-focused SaaS/data); hospitality experience is essential.

• Proven track record managing accounts in the six-figure ARR range, including leading renewals and negotiating contract terms comprehensively.

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

• Demonstrated capability to develop 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.

• 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 plus.

• Knowledge of Gong, LinkedIn Sales Navigator, or similar tools is desirable.

• Must reside in the United States.

• Must be authorized to work in the United States or not require work authorization/sponsorship.

🏝️ Benefits

• Fully remote work environment, complemented by a vibrant company culture.

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

• 401k plan with employer matching.

• Flexible Paid Time Off policy.

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

• Commission opportunities available.