Kalibri Labs

Sales Director

Kalibri Labs

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $140,000 - $170,000 per year

Job Level

Lead

Tech Stack

SFDC

About the role

  • 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 RFI’s and RFP’s, 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.

Requirements

  • 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 multiple levels: interact with both property leaders and E/C Suite executives. 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
  • Capability to navigate through complex, executive-level negotiations
  • Ability to quickly understand and successfully recommend business solutions, identifying business needs and sell value
  • Creative thinker and problem solver who can present unique solutions or recommendations, with strong analytical and problem-solving skills
  • Expertise tracking activity, forecast deals and revenue in a sales tool such as Salesforce to provide visibility
  • Dedication to quality and accuracy
  • Extensive experience and understanding of the hospitality industry, including all key stakeholders, disciplines, and the industry’s unique processes and challenges
  • 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
  • Bachelor’s Degree required
  • 25% Travel required (domestically, set when travel or where it is at)
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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
sales strategy executionfull cycle salesconsultative salesaccount managementproposal developmentupsellingcross-sellingrevenue managementdata analysisforecasting
Soft skills
communication skillsinterpersonal skillsrelationship buildingproblem solvinganalytical skillsemotional intelligencecreativitycollaborationdedication to qualitytime management
Certifications
Bachelor's Degree