---
title: 'Enterprise Account Manager at Kalibri Labs'
canonical: 'https://feeny.ai/job/enterprise-account-manager-kalibri-labs-united-states-w83q8fqyaphe'
type: 'job'
last_seen: '2026-09-26'
---

# Enterprise Account Manager at Kalibri Labs

- **Company:** Kalibri Labs
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-08-10
- **Last confirmed live:** 2026-09-26
- **Apply:** https://jobs.ashbyhq.com/kalibri-labs/a13e9a13-1631-4409-b889-990ed2c7282a

## 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

## About Kalibri Labs

## Company Overview
- **One-liner**: Kalibri Labs provides an AI-powered profit optimization and data analytics platform that helps hotels maximize cash flow and asset value by focusing on profitability rather than just revenue.
- **Entity Type**: Private (Venture-backed; total funding $10M)
- **Headquarters**: Potomac, Maryland, United States
- **Founded**: 2012
- **Founders**: Cindy Estis Green (CEO & Co-Founder)

## Core Business
- **Primary industry**: Hospitality / Hotel Technology (Revenue Management & Data Analytics)
- **Target customers**: Hotels (independent, branded, and portfolios), hotel owners, real estate investors, and commercial strategy teams (B2B, Enterprise)
- **Mission or purpose**: To equip hotel owners and operators with tools to take control of their commercial strategy, optimize business mix through the lens of profitability, and strengthen the hospitality industry and the communities it supports.

## Products & Services
- **[ProfitFirst™ Platform](https://www.kalibrilabs.com/)**: The core SaaS platform that uses transaction-level data and predictive AI to pinpoint profit opportunities, streamline commercial decisions, and grow cash flow.
- **[ProfitMix™](https://www.kalibrilabs.com/)**: A module within ProfitFirst that provides a roadmap to a hotel’s most profitable business mix, enabling smarter decisions about revenue vs. profitability.
- **[Hummingbird Market](https://www.kalibrilabs.com/)**: A market intelligence product that modernizes hotel market data, offering detailed insights on length-of-stay (LOS) segments (7-14 days, 15-29 days, 30+ days) to identify long-term stay demand.
- **[Kalibri Data](https://www.kalibrilabs.com/)**: The definitive source for U.S. hotel performance, cost of acquisition, and loyalty data, used for benchmarking and investment decisions.
- **Enterprise & Commercial Services**: Hands-on account management and strategic guidance from industry-seasoned teams to help hotels implement a profit-first strategy.

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed
- **Key Metrics**:
  - Annual Revenue: ~$3.6M (as of latest data)
  - Total Funding: $10M (Venture Round in 2017; prior Seed Round in 2013)
  - Employees: 43 (as of mid-2025; +1.7% YoY)
- **Notable Investors/Partners**: Seed round had 1 undisclosed investor; venture round $10M. Partners include My Place Hotels (announced 2024) and various hotel associations.
- **Growth Signals**:
  - Launched ProfitFirst Platform in 2025.
  - Introduced Hummingbird Market in 2025.
  - Released OTB Signals (2024) and Summary View (2024).
  - Steady headcount growth (+1.7% YoY) and LinkedIn follower growth (+16.3% yearly).
  - Tech stack includes modern tools (Snowflake, Databricks, Python, TensorFlow, Kubernetes, etc.).

## Competitive Advantages
- **Transaction-level data**: Unlike competitors that rely on aggregated or survey data, Kalibri uses granular, real-world transaction data from hotels.
- **Profit-first focus**: The only platform engineered specifically to grow hotel cash flow by optimizing business mix for profitability, not just revenue.
- **Length-of-stay intelligence**: Unique capability to break down demand by LOS buckets (7-14, 15-29, 30+ days), critical for extended-stay and mixed-use properties.
- **Predictive AI**: Machine learning models (PyTorch, TensorFlow, MLflow) that forecast profit contribution and identify untapped opportunities.
- **Industry expertise**: Team includes former hotel operators and revenue leaders, providing deep domain knowledge alongside data science.

## Strategic Focus
- **Current priorities**: Expanding the ProfitFirst Platform adoption, deepening LOS and profitability analytics, and building partnerships with hotel brands and management companies.
- **Direction for growth**: Moving beyond traditional revenue management into full commercial strategy (sales, marketing, distribution) with a profit-centric lens. Also targeting real estate investors and asset managers with Hummingbird data.

## Why Work Here
- **Culture**: Described as "passionate, energetic, hardworking people with an entrepreneurial spirit" who "dream big and challenge the status quo." Emphasis on cutting-edge data science and solving real industry problems.
- **Remote/Hybrid Policy**: Based in Potomac, MD, with multiple offices in the area. Indeed reviews mention "awesome work from home benefits" and "remote" as a perk, suggesting flexibility.
- **Tech Stack**: Modern and varied (Snowflake, Databricks, Python, Scala, TensorFlow, Kubernetes, Docker, dbt, Fivetran, Looker, etc.) – attractive for data engineers and ML engineers.
- **Notable Perks**: Comprehensive training, work-from-home flexibility, and a team that acts as partners rather than just vendors.
- **Engineering Culture**: Strong data science focus (14 employees in technical roles, 23% of workforce). Roles include Machine Learning Engineer (median salary ~$150k), Data Engineer (~$133k), and software engineers.
- **Growth Opportunity**: Small but growing company (43 employees) with a clear product-market fit and recent product launches – opportunity to have high impact.

## Sources
1. [Kalibri Labs Website](https://www.kalibrilabs.com/)
2. [Kalibri Labs About Us](https://www.kalibrilabs.com/about-us/)
3. [Kalibri Labs Careers Page](https://www.kalibrilabs.com/careers/)
4. [LinkedIn Company Page](https://www.linkedin.com/company/kalibri-labs-llc)
5. [Indeed Company Profile](https://www.indeed.com/cmp/Kalibri-Labs)
6. [Ashby Careers Page](https://jobs.ashbyhq.com/kalibri-labs)

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