Manager, Strategic Accounts
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Posted: 10/21/2026
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Kalibri LabsPosted 10/21/2026full-timeRemote • United StatesMid-LevelSenior💰 $110,000 - $115,000 per yearWebsite
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in strategic account management and team leadership, with a strong focus on revenue growth, client relationship building, and performance coaching. Proficient in utilizing Salesforce for pipeline management and forecasting while driving expansion strategies within the hospitality industry.
Highest-signal resume keywords
Strategic Account ManagementRevenue AccountabilityTeam LeadershipSalesforce ProficiencyHospitality Industry Experience
About the role
Key responsibilities & impact- Lead, coach, and develop a team of Account Managers through regular coaching, pipeline reviews, and career development planning
- Own team-wide and individual revenue accountability
- Own renewal and expansion revenue for an assigned portfolio of high-value strategic customer accounts
- Serve as strategic relationship owner and point of contact from day-to-day users through executive-level stakeholders
- Identify and drive expansion through new properties, management contracts, broader portfolio rollouts, and cross-selling Kalibri products
- Lead renewal strategy, negotiation, and contract execution
- Monitor account health, usage, and portfolio changes to anticipate churn risk
- Run executive business reviews connecting Kalibri’s data to clients’ commercial and ownership goals
- Maintain Salesforce pipeline, next steps, and accurate forecasting
- Report team performance, capacity, and pipeline health to the Senior Director of Customer Experience
- Partner with Customer Support, Sales, Product, Data, and Enterprise teams
- Bring customer insight into Kalibri to inform product direction and go-to-market strategy
- Develop executive sponsor relationships and living account plans for strategic accounts
Requirements
What you’ll need- 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, with 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 rhythm within a distributed or remote team
- Hospitality industry experience (on property, above property, or hospitality-focused SaaS/data); hospitality is a must
- Track record owning accounts in the six-figure ARR range, including leading the renewal and negotiating contract terms end to end
- 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
- Comfortable leading pricing, upsell, and contract conversations with senior buyers
- Salesforce proficiency; technical aptitude to learn data products, datasets, and analytics tools
- Background in revenue management, commercial strategy, or asset management (nice to have)
- Experience selling a multi-product or Data-as-a-Service portfolio (nice to have)
- High-growth or startup environment experience (nice to have)
- Familiarity with Gong, LinkedIn Sales Navigator, or similar tools (nice to have)
- Experience managing a fully remote team (nice to have)
- Must live in the United States
- 10–20% travel required for customer meetings, industry events, and periodic in-person team gatherings
Benefits
Comp & perks- 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
- Commission
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Account ManagementRevenue ManagementContract NegotiationData AnalysisPipeline Management
Soft Skills
CoachingRelationship BuildingTeam CohesionCommunicationNegotiation
Tools & Technologies
SalesforceGongLinkedIn Sales Navigator
Industry Keywords
HospitalityData-as-a-ServiceExecutive RelationshipsMulti-Stakeholder ManagementHigh-Value Accounts