Enterprise Sales Director

2 days ago Be among the first 25 applicants

This range is provided by Kalibri. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more.

Base pay range

$/yr - $/yr

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!

Job description

Kalibri, a SAAS start‑up 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.

Primary Responsibilities

• 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 customer’s unique use‑case.

• Data Set Expertise:
Become a subject‑matter‑expert 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

• Proposal Development:
Develop proposals, respond to RFIs and RFPs, conduct remote and face‑to‑face sales presentations and high‑level demonstrations

• Customer Meetings & Industry Forums: represent Kalibri at face‑to‑face customer meetings. Attend (or be a member of specific) industry forums as needed

• 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 up‑to‑date on needs and wants for our suite of products

• Client Relationship Management:
Strategically build and maintain strong, long‑lasting relationships with key clients

• Upselling and Cross‑Selling:
Identify and drive opportunities to upsell and cross‑sell 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

• Observe & Improve Process:
Rigorously observe process (e.g. Salesforce hygiene). Continuously and collaboratively improve and refine existing end‑to‑end sales processes

• Feedback and Improvement:
Gather client feedback and work with internal teams to drive product improvements and enhancements.

Qualifications

• 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

• Excellent communication and interpersonal skills. Ability to build and operate strong, lasting relationships at…