Enterprise Sales Director

At Kalibri, we are helping to redefine and rebuild the hotel industry. We are working on cuttingedge solutions for the industry: we harness cloudnative data pipelines with advanced AI/ML models to drive asset performance. Kalibri, a SAAS startup in the hospitality industry, is searching for an Enterprise Account Director who will help strengthen the commercial relationships with our largest customers such as Hilton, Marriott, Choice, Aimbridge, etc. The ideal candidate will have a strong background in multiple product lines, complex enterprise sales, excellent leadership skills, and a passion for helping clients succeed. They will work closely with other colleagues and leaders within the commercial organization, Executive Team, Marketing, Account Management, and Client Support on a daily basis to win new business, grow existing accounts, and ensure delivery of value to the client to drive their business outcomes.
Drive Sales Across Verticals: Leverage our unique and insightful data to sell products across all verticals (owners, groups, brands, management companies)
Drive Sales Across Product Lines & Custom Solutions: Leverage our granular data set to successfully recommend existing products or custom data solutions for each customers unique usecase.
Data Set Expertise: Become a subjectmatterexpert in complex data sets
Sales Strategy Execution: Execute all aspects of the sales capture strategy from needs assessment to closing deals
New Opportunities and Renewals: Secure new sales opportunities (both expanding existing customers and hunting new logos) together with managing or assisting with renewals for existing customers
Develop proposals, respond to RFIs and RFPs, conduct remote and facetoface sales presentations and highlevel demonstrations
Customer Meetings & Industry Forums: represent Kalibri at facetoface customer meetings. Collaborate to Drive Customer Experience and Engagement: Work effectively with solutions engineering, marketing, account management/client engagement, customer support and/or product teams to drive roadmaps and action plans needed to support existing and future opportunities
Customer Evangelism and Competitive Intelligence: Convey competitive intelligence and client feedback with appropriate resources to ensure all areas stay uptodate on needs and wants for our suite of products
Client Relationship Management: Identify and drive opportunities to upsell and crosssell additional features and services to existing clients, collaborating with the enterprise account management team
Collaboration: Work closely with account management, technical, product, and support teams to ensure a seamless client experience
Salesforce hygiene). Continuously and collaboratively improve and refine existing endtoend sales processes
10+ years in progressive sales roles in a startup organization in hospitality, SaaS and/or Data as a Service
~ A strong sales track record of consistently meeting and/or exceeding quota
~ Experience in full cycle sales across a portfolio of products in data as a service, hospitality and subscription models
~ Great interpersonal and communication skills and high overall emotional intelligence
~ Ability to build strong, lasting relationships and develop account and pursuit plans over time
~ Proven track record closing complex sales cycles in a consultative manner
~ Creative thinker and problem solver who can present unique solutions or recommendations, with strong analytical and problemsolving skills
~ Expertise tracking activity, forecast deals and revenue in a sales tool such as Salesforce to provide visibility
~ Dedication to quality and accuracy
~ Ability to manage and direct multiple accounts and prioritize tasks effectively
~ Industry experience and knowledge of sales and customer service practices in a SaaS company
~ Technical aptitude and the ability to learn data sets & software programs
~ Revenue management, Sales, and industry data aptitude
~ High level of proficiency in Salesforce.com and the MS Suite (Excel, PowerPoint, and Word)
~ Acts with urgency and is fanatically focused on delivering timely, relevant, and quality customer experiences
~ Strong networking skills, with the ability to build relationships within the industry through prospecting, events and trade shows
~ Bachelors Degree required
~25% Travel required (domestically)
~ Job Type: Fulltime

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
~Flexible Paid Time Off
~$250 new hire allowance for home office setup

Fulltime
Sales and Business Development