VP of Strategic Accounts

About the role

We’re hiring a VP of Strategic Accounts to lead and grow our most important client relationships. The immediate focus is our anchor account — a top national multi-site operator — with the role scaling into broader strategic account ownership as Caliber grows.

Why this role, why now

Caliber Services Management is building the national account infrastructure that will define the next phase of growth. The person in this seat will shape that playbook from scratch — and own the results.

What you’ll do

• Own the Anchor Relationship: Serve as Caliber’s senior point of contact at the executive level for our anchor national account. Drive scorecard performance above benchmark every quarter and protect the portfolio with zero churn.
• Grow Revenue and Share of Wallet: Build and execute multi-year account growth plans. Lead negotiations, renewals, and deal structuring. Turn cross-sell and upsell opportunities into signed contract value — targeting 20%+ year-over-year growth across the portfolio.
• Build the Pipeline: Develop a qualified pipeline of multi-site enterprise prospects and lead complex, long-cycle deals from first conversation to signed contract. Bring discipline to CRM hygiene, forecasting, and pipeline reporting. Year-one target: $50M+ qualified pipeline and at least one anchor multi-site, multi-year win.
• Lead the Team: Manage and develop a team of Account Managers and Directors. Set clear KPIs and individual development plans. Build the playbooks, tools, and processes that let the team scale without losing quality.
• Own the Commercials: Carry P&L accountability for revenue and margin across the strategic account portfolio. Partner with finance on forecasting, pricing, and deal economics.
• Orchestrate Internally: Partner closely with operations, service delivery, and finance to ensure Caliber’s execution matches what we sell. You are accountable for the client experience end-to-end — not just the contract.

What success looks like (year one)

• 20%+ year-over-year revenue growth and expanded share of wallet across the portfolio
• A qualified $50M+ enterprise pipeline with at least five active negotiations and at least one anchor multi-site, multi-year contract signed
• $15M in net new contract value
• No account churn; client scorecards above benchmark every quarter
• A top-graded team with clear KPIs, development plans, and a documented account playbook in place

What you’ll bring

• 10+ years in strategic accounts, national accounts, or enterprise client leadership — ideally at an IFM, commercial real estate services, or multi-site facility services provider
• A track record of growing complex, multi-site B2B portfolios year over year, with demonstrated wins on large, long-cycle deals
• Executive presence and the ability to build trusted relationships at the C-suite and VP of Real Estate or Facilities level
• Experience leading and developing high-performing account teams, and influencing across a matrixed organization without direct authority
• Strong commercial acumen — P&L, margin management, forecasting, contract structures, and deal economics
• KPI-driven mindset with disciplined CRM and pipeline rigor
• A history of leading through change and transformation in complex, fast-moving organizations

Compensation

Base salary: $200,000 – $225,000, depending on experience and market location, plus performance-based incentive compensation. Caliber Services Management determines pay based on the cost of labor across US geographic markets, scope of responsibility, and relevant experience.

Caliber Services Management is an equal opportunity employer.

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