Enterprise Account Executive

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

Reports to: Senior Director of Sales, Team Lead

Employment Type: Full-time

Location: Fully Remote, 30-40% Travel required

Company: Kalibri Labs

About Kalibri:

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

As an Enterprise Account Executive (internally titled: Sales Director), you will play a key role in expanding Kalibri's footprint within the hotel industry. You will identify, develop, and close new business opportunities with hotel management companies, building trusted partnerships that drive measurable impact. You will uncover customer needs, communicate how Kalibri's data-driven insights strengthen commercial strategy, and position the company as a trusted partner in improving performance and profitability. Your success will directly contribute to revenue growth, long-term customer relationships, and Kalibri's continued market leadership.

This is an individual contributor role that collaborates closely with Marketing, Client Engagement, and Product to deliver client value and expand Kalibri's market reach.

• Identify, engage, and close new business opportunities across Kalibri's target customer segments.
• Manage the complete sales process from initial outreach through signed contracts with a consultative, value-based approach.
• Conduct impactful demos and presentations that highlight ROI and the value of Kalibri's data-driven insights.
• Prepare proposals and RFP responses, negotiate agreements, and maintain accurate forecasting and pipeline data in Salesforce.
• Build long-term partnerships by understanding client goals and aligning them with Kalibri's solutions.
• Collaborate cross-functionally with Marketing, Client Engagement, and Product to ensure sales strategies align with company priorities.
• Represent Kalibri Labs at industry events, conferences, and trade shows to strengthen brand visibility and client relationships.
• Share client and market insights to inform product enhancements and go-to-market strategies.

• 3–5+ years of full-cycle B2B SaaS or analytics sales experience, ideally within hospitality, travel tech, or a related data-driven sector.
• A consistent track record of meeting or exceeding sales quotas through consultative, multi-stakeholder selling.
• Deep familiarity with the hospitality ecosystem including brands, management companies, owners, and commercial strategy roles.
• Experience selling complex or subscription-based solutions and navigating executive-level negotiations.
• Strong communication and relationship-building skills with high emotional intelligence.
• Proficiency w/CRM (Salesforce), Sales engagement tools (Linkedin Sales Navigator, Zoominfo to drive outreach and lead generation
• Strong proficiency in Microsoft Excel/PowerPoint or Google Sheets/Slides for proposals, presentations, and data analysis.
• A bachelor's degree in Business, Marketing, Hospitality, or a related field (or equivalent experience).

Bonus points if you have:

• Experience in a scaling or startup SaaS environment.
• Familiarity with Kalibri's products or similar hospitality analytics platforms.
• Formal sales training such as MEDDIC, Challenger, or Miller Heiman.
• An existing network of industry decision-makers.

• A motivated self-starter who thrives in a fast-paced, evolving environment.
• A curious listener who asks smart questions and translates customer needs into actionable insights.
• Resilient and driven, staying focused, organized, and persistent through the ups and downs of the sales cycle.
• Collaborative and adaptable, able to influence without authority and work fluidly across teams.

• Annual Salary: $90,000 to $100,000 base, plus variable compensation based on performance.
• Medical, Dental, and Vision: High-quality plans with Kalibri covering 75% of the premium cost for employees and dependents.
• 401(k): Employer match of 50% on the first 6% (for a max of 3%), vested immediately.
• Remote Setup: Fully remote role with a $250 home office allowance in addition to your company-issued laptop.

Time Off: Flexible PTO policy and paid company holidays.

• 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

Compensation Range: $90K - $100K