Senior 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!

About the Role

We're looking for an Senior Account Executive who can drive revenue growth by identifying, developing, and closing new business with hotel owner/operators and small-to-mid-sized management groups in the SMB segment.

This role is ideal for a high-volume, full-cycle SaaS seller who owns their pipeline end-to-end and thrives in a fast-paced environment. You'll collaborate with Marketing, Customer Success, and Product to deliver client value.

This is a great opportunity to make a direct impact on revenue growth at a scaling hospitality tech company, while building lasting relationships with hotel industry decision-makers.

While Kalibri operates fully remotely, this role includes 25–50% travel for industry events, customer meetings, and periodic in-person team gatherings.

Responsibilities

• Own the full sales cycle — from prospecting and outreach through negotiation and close — with a consultative, value-based approach

• Maintain a strong, qualified pipeline and keep Salesforce and Gong updated daily with all activity, forecasting, and next steps

• Run impactful demos and presentations that communicate ROI and the value of Kalibri's data-driven insights

• Collaborate cross-functionally with Marketing, Client Engagement, and Product to align on strategy and deliver client value

• Represent Kalibri at industry events and conferences to build relationships and drive pipeline

Must-Have Experience & Qualifications

• 5+ years of full-cycle B2B SaaS sales with a proven track record of meeting or exceeding quota

• High-volume prospecting experience — owns pipeline end-to-end, from list-building and outreach through qualification and close. Consistent daily, multi-channel outreach (calls, emails, LinkedIn) and a track record of maintaining strong pipeline coverage independently

• Direct experience working with or selling to the hospitality/hotel industry (owner/operators, management companies, brands)

• Proficiency in CRM and sales engagement tools (Salesforce, Gong, LinkedIn Sales Navigator)

• Proficiency in Microsoft and Google Workspace apps for proposals and presentations

• Bachelor's degree in Business, Marketing, Hospitality, or related field (or equivalent experience)

Nice-to-Have Experience & Qualifications

• Prior experience selling to commercial, revenue management, or distribution leaders within hotel companies or management groups

• Background in consultative sales cycles with multiple stakeholders

• Experience building or expanding new accounts or territory from scratch

• Familiarity with HubSpot, CoPilot, or hospitality analytics tools

• Formal sales training certifications (e.g., Miller Heiman, MEDDIC)

• Experience working in a startup or rapidly scaling SaaS environment

• Well-established network of decision-makers in the hotel industry
  

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