---
title: 'Senior Strategic Account Manager at Kalibri Labs'
canonical: 'https://feeny.ai/job/senior-strategic-account-manager-kalibri-labs-united-states-6fvm1atndhkj'
type: 'job'
last_seen: '2026-09-26'
---

# Senior Strategic Account Manager at Kalibri Labs

- **Company:** Kalibri Labs
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-09-23
- **Last confirmed live:** 2026-09-26
- **Apply:** https://jobs.ashbyhq.com/kalibri-labs/76cbbbaa-fb15-41d3-bdaa-e3fa286a627b

## 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 Kalibri

At Kalibri, we're helping to redefine and rebuild the hotel industry. We're looking for passionate, energetic, and hardworking people with an entrepreneurial spirit, who dream big and challenge the status quo. We're using our data, coupled with machine learning and AI, to help increase asset values for our customers. Kalibri is growing, so if you're ready to make a difference and put your talents to work at a groundbreaking organization, keep reading.

## About the Role

We're hiring a Senior Strategic Account Manager to own growth and retention across a portfolio of Kalibri's high-value property management customer accounts that represent meaningful, strategic relationships. This is a senior individual contributor role. You'll be the owner of each partnership: protecting and renewing the base, building multi-year account strategy, and pursuing expansion as your clients add hotels, win new management contracts, and adopt more of Kalibri's product suite and Profit First Strategy. 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.

## Responsibilities

- Own renewal and expansion revenue for an assigned portfolio of high-value strategic customer accounts
- Serve as the strategic relationship owner and point of contact for your accounts building relationships from day-to-day users to executive-level conversations
- Identify and drive expansion: new properties and management contracts, broader rollout across the portfolio, and cross-sell across Kalibri’s products
- Lead renewal strategy, negotiation, and contract execution, protecting revenue while creating room to grow
- Monitor account health and usage, and get ahead of churn risk before it becomes a problem
- Run executive business reviews that connect Kalibri's data to your clients' commercial and ownership goals
- Monitor account health, usage, and portfolio changes to get ahead of churn risk
- Maintain disciplined Salesforce hygiene: pipeline, next steps, and accurate forecasting
- Partner with Customer Support, Sales, Product, and Data teams, and with our Enterprise team where accounts overlap with brand partners
- Bring customer insight back into Kalibri to inform product direction and go-to-market strategy

What Success Looks Like

- You consistently hit renewal and expansion targets across your portfolio
- Every strategic account has an executive sponsor relationship and a living account plan
- Your clients treat you as a strategic partner and bring you into their planning, not just their problems
- You see portfolio changes and expansion opportunities before they are obvious, and you know how to make the ask
- You protect the base while still pushing for growth

Must-Have Experience & Qualifications

- 6+ years in strategic account management, key account management, or a client-facing revenue role carrying and hitting renewal and expansion targets
- 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
- Commercial courage: comfortable leading pricing, upsell, and contract conversations with senior buyers
- Salesforce proficiency; technical aptitude to learn data products, datasets, and analytics tools

Nice-to-Have Experience & Qualifications

- Background in revenue management, commercial strategy, or asset management
- Experience selling a multi-product or Data-as-a-Service portfolio
- High-growth or startup environment experience
- Familiarity with Gong, LinkedIn Sales Navigator, or similar tools

Travel 10-20% travel required for customer meetings, industry events, and periodic in-person team gatherings.

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)

## Other roles at Kalibri Labs

- [Enterprise Account Manager](https://feeny.ai/job/enterprise-account-manager-kalibri-labs-united-states-w83q8fqyaphe) — United States
- [Senior Strategic Account Manager](https://feeny.ai/job/senior-strategic-account-manager-behavox-singapore-cjvvxah25kj7) — Singapore
- [Senior Strategic Account Manager](https://feeny.ai/job/senior-strategic-account-manager-block-dublin-4ek8adwarz3v) — Dublin, Ireland
- [Senior Strategic Account Manager](https://feeny.ai/job/senior-strategic-account-manager-videa-new-york-1mbskzz77fvf) — New York, NY / Boston, MA
- [Senior Strategic Account Manager](https://feeny.ai/job/senior-strategic-account-manager-baidu-usa-mountain-view-zmmrdtm9jcb0) — Mountain View, CA
- [Senior Strategic Account Manager](https://feeny.ai/job/senior-strategic-account-manager-trevipay-rijswijk-5kpbssc82y3h) — Rijswijk, Netherlands