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Strategic Accounts Director (ET/CT US)

US (Remote)

About Kalepa:

Commercial insurance is a trillion-dollar industry run out of Microsoft Outlook.

Kalepa is upending this. 

Our state-of-the-art AI Copilot platform empowers underwriters to make smarter, faster, and more accurate decisions. Our AI is designed to deliver real results - insurers literally see massive improvements to their top and bottom lines as soon as they implement Copilot. That’s why our clients call Copilot “truly an underwriter’s dream” and proclaim that Copilot helps them “almost double the amount of accounts they can look at in the day." 

Kalepa's team members bring experience from top technology companies, including Facebook, Google, Amazon, Mastercard, and Uber. Kalepa is backed by leading VCs like IA Ventures and Inspired Capital.

Our Values (This is important):

Many organizations have a dusty list of corporate values that no one ever follows. Kalepa is not one of those companies. Our values are designed to unlock the potential of our employees. 

Success at Kalepa is bred from five core principles:

  • Hustle & Grit - We expect everyone at Kalepa to be excellent at what they do and relentless in pursuing their craft. There are no easy days. Kalepa’s exceptional speed and determination are our biggest differentiators: this is how we win.
  • Customer Focus - We will ruthlessly prioritize the work that drives our clients’ growth, profitability, and efficiency. We are not building things just because they seem cool - we are here to solve our customers’ most strategic problems.
  • Meritocracy - Too many exceptional people are stifled by corporate bureaucracies. At Kalepa, those people excel - and we reward tremendous results with rapid promotions and compensation growth. 
  • Transparency - We are honest with each other. We don’t believe in back-office politics and keeping employees in the dark. Transparency allows us to instantly cut to the heart of the matter and figure it out together.
  • Experimentation - For many of the problems we face, no company has ever solved them before. We tackle these by quickly testing, measuring, and iterating to determine the path to success.

In addition to our NY office, we have remote employees speaking 10+ languages across the globe. But we invest in bringing our people together both for regional meetups and global offsites (2021 - Playa Del Carmen | 2022 - Rome | 2023 - Buenos Aires | 2024 - Lisbon).

Kalepa’s culture isn’t for everyone, and that’s ok. But for the people who are a fit, they can’t imagine working elsewhere. 

About the role:

This role is focused on winning accounts that have the potential to become 8-figure per year relationships for Kalepa.

We expect that such accounts will take time to develop and that we may need to find many wedges to get in before transforming those into large enterprise-wide deals. This means that the total revenue generated from these accounts in the first 6-12 months may not be large even as we land and make important progress.. We will therefore be evaluating Year 1 by the real progress made with the accounts and achieving the penetration and development of each of your strategic accounts – while maintaining the upside if we are able to expand into very large contracts rapidly. Therefore, in practice, a strategic accounts director that is continuously employed and meeting expectations will have an implicit guarantee of Year 1 OTE at 50% attainment with the remaining 50% issued on a discretionary basis based on new logos added. 

Why are we doing this? For instance, we may choose to get a pilot for one module for $30K at one unit of Carrier X, another pilot with another module with the IT team for $45K, and yet another one for $30K and, in turn, use all of those to develop a $15M/year enterprise deal 18 months later. That is preferable than taking an isolated and siloed unit at Carrier X that may signal $180K deal but where we have zero ability to sell more. We want the Strategic Accounts Directors to work with us to find that balance -- get the deals that are attractive in the short term but not let some very short-term revenue opportunities preclude us from properly landing and expanding at all the big whales that can be 8-figures each.

Year 1 Compensation Structure:

Base: $175K - $190K
Year 1 OTE: $350 - $380K (uncapped commission/upside) guaranteed 50% attainment Year 1
Variable Explained: On a quarterly basis, rep will be paid the greater of:
Potential Quarterly Bonus: $43,750 - $47.5K - paid after each quarter of employment at Kalepa in Year 1.
Guaranteed: $21,875 - $23,750
Discretion: $21,875 - $23,750

OR

Commission: If the Strategic Accounts Director successfully closes deals in Year 1 greater than the value of quarterly bonus above, there will be commission in the form of ~10% of contracted ARR. However, this will not be paid in addition to the minimum quarterly bonus. It will be paid in lieu of the minimum quarterly bonus.

Equity: 0.15% to 0.25%

About you:

  • You have 10+ years of enterprise SaaS Sales experience - driving new logo sales with top tier enterprise organizations and expanding existing relationships
  • Exceptional, demonstrated, ability to close and grow large enterprise SaaS contracts
  • You are able to quickly develop master-level knowledge of the industry and become a thought partners to your clients, prospects, and Kalepa’s leadership
  • You have experience at an early-stage startup during hypergrowth
  • You can independently develop and execute sales plans to exceed Kalepa’s targets, including prospecting at the senior executive level at enterprise organizations, including publicly traded companies
  • Strong verbal and written communication skills; ability to engage effectively with senior executives.
  • You love to hustle: finding ways to get things done, destroying obstacles, and never taking no for an answer. The words “it can’t be done” don’t exist in your vocabulary.
  • You are passionate, deeply motivated, and have a strong will to win. You are excited about bringing a world-class solution to clients and to helping them win in-market.
  • You are an excellent listener. You are perceptive to clients’ strategic priorities and business considerations. You serve as a trusted thought partner and always look for ways to enable clients further with our Copilot solution.
  • You value open, frank, and respectful communication.

Requirements:

  • You will be expected to spend several days per week meeting with clients and prospects in-person within your geography (Tri-state area or Midwest if based in Chicago)

What you’ll get:

  • Competitive salary (based on experience level)*.
  • Very aggressive bonus structure, designed to reward exceptional performance.
  • Significant equity options package.
  • 401(k) plan with employer contribution (regardless of employee contribution)
  • Work with an ambitious, smart, global, and fun team to transform a $1T global industry.
  • Ground floor opportunity – very early member of Kalepa’s sales team
  • Excellent benefits: 100% covered medical, 100% covered vision and dental, very generous PTO, and others.
  • Global team off-sites (2021 - Playa del Carmen, 2022 - Rome, 2023 - Buenos Aires, October 2024 - Lisbon)

*The salary range listed is an estimate and will vary based on a variety of factors. Final compensation will be determined during the offer stage based on relevant experience, performance during the interview process, and geographic location, and may therefore differ from the posted range. 

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