Enterprise Account Manager
Kalibri Labs · United States
At Kalibri, we are helping to redefine and rebuild the hotel industry. We are looking for passionate, energetic, and hardworking people with an entrepreneurial spirit, who dream big and challenge the status quo. We are working on cutting-edge solutions for the industry: we harness cloud-native data pipelines with advanced AI/ML models to drive asset performance. Kalibri is growing, so if you’re ready to make a difference and utilize your talents across a groundbreaking organization, please keep reading!
About the Role
We’re hiring an Enterprise Account Manager to own and grow Kalibri’s largest and most strategic enterprise customer relationships.
This is an individual contributor role focused on renewals, expansion, and long-term account growth. Success in this role requires strong commercial judgment, the ability to navigate complex customer organizations, and comfort driving revenue conversations with senior stakeholders across evolving, data-driven solutions.
While Kalibri operates fully remotely, this role includes 25–50% travel for customer meetings, industry events, and periodic in-person team gatherings.
Responsibilities
Own and deliver against enterprise renewal and expansion revenue targets
Serve as the primary commercial owner for assigned enterprise accounts
Lead renewal planning, negotiations, and contract execution
Identify and drive expansion, cross-sell, and upsell opportunities
Build and maintain strong relationships with executive and senior stakeholders
Translate customer goals into clear value across Kalibri’s data and analytics solutions
Partner closely with Customer Success, Product, Marketing, and Data teams
Monitor account health, usage, and risk signals to proactively manage retention
Maintain strong Salesforce hygiene, forecasting accuracy, and account plans
Represent Kalibri as a trusted commercial partner in executive forums
What Success Looks Like
You consistently protect and grow enterprise revenue across your account portfolio
Customers view you as a trusted advisor and long-term partner
You proactively identify risk and opportunity within complex accounts
You bring focus, judgment, and clarity to renewal and expansion decisions
Must-Have Experience & Qualifications
Proven experience owning enterprise renewals and/or expansion revenue targets
Track record of growing existing accounts through consultative selling
Strong ability to manage complex, multi-stakeholder customer organizations
Comfort selling multi-product or data-driven solutions
Executive presence and confidence in commercial negotiations
Ability to operate independently and make sound commercial decisions
Salesforce experience (account management, forecasting, deal execution)
Nice-to-Have Experience & Qualifications
Experience in hospitality, SaaS, or data/analytics businesses
Background in high-growth or evolving product environments
Experience managing large, multi-entity enterprise accounts
Behavioral & Values Fit
At Kalibri, success is defined by our core values:
Solutions-Oriented: You look for answers and improvements, not just problems.
Aligned & Accountable: You take responsibility for deadlines and deliverables and communicate clearly.
Keeping It Real: You’re honest, kind, and transparent in how you work with others.
The 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