Enterprise Account Executive

Carnelian Collective, a talent partner for growing tech startups, is proud to be working with Kalibri ( a data analytics SaaS company serving the hospitality industry. Through this partnership, Carnelian Collective is supporting Kalibri in their search for high-potential, purpose-driven talent to join the team.

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!

About the Role:

We’re hiring an Enterprise Account Executive to drive net-new revenue growth by opening and closing enterprise customers. This is an individual contributor role focused on prospecting, building pipeline, and winning new logo deals in a complex, multi-stakeholder sales environment. Success requires comfort selling evolving, data-driven solutions to senior decision-makers and navigating long, consultative sales cycles.

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

Key Responsibilities:

• Own and deliver against enterprise new-logo revenue targets
• Build and advance pipeline from initial outreach through close
• Break into target enterprise accounts and create executive-level conversations
• Lead complex, consultative sales cycles across multiple stakeholders
• Articulate Kalibri’s value across data and analytics solutions
• Navigate pricing, contracting, and commercial negotiations
• Partner with Marketing, Product, Customer Success, and Data teams to win deals
• Maintain strong Salesforce hygiene, forecasting accuracy, and pipeline discipline
• Represent Kalibri with credibility in executive meetings and industry forums

What Success Looks Like:

• You consistently own and deliver against your number
• You create momentum and urgency in ambiguous, competitive environments
• You open doors and build trust with senior enterprise stakeholders
• You bring clarity, prioritization, and judgment to complex deal cycles

Must-Have Experience & Qualifications:

• Proven experience owning enterprise new-logo quotas
• Track record of closing complex, consultative sales
• Comfort selling multi-product or data-driven solutions
• Strong executive presence and stakeholder management skills
• Ability to operate independently and make sound commercial decisions
• Salesforce experience (pipeline, forecasting, deal management)

Nice-to-Have Experience & Qualifications:

• Experience in hospitality, SaaS, or data/analytics businesses
• Background in high-growth or evolving product environments
• Experience selling to owners, operators, or large brands

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