Enterprise Account Manager

Job description

*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