Strategic Accounts Director (ETCT US)

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 backoffice 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:

  Base Salary: $160K $190K*

  OTE: $320K $380K (uncapped commission), guaranteed 100% attainment in Year 1

  Location Preference: This role may require up to ~80% travel depending on your location. You will be expected to spend several days per week meeting with clients and prospects inperson. There is a preference for Tristate area or Chicago, but open to other geographies in CST or EST.

  Kalepa is looking for an exceptional Strategic Accounts Director with 10+ years of enterprise sales experience to help spearhead commercial growth and secure new relationships with leading US insurers. We are a VCbacked, remotefriendly startup delivering software to transform and disrupt commercial insurance. Our HQ is located in New York City.

  In this sales role, you will focus on a set of named, highvalue, tier 1 enterprise accounts. You will own a mix of prospects (primary focus) and crosssell opportunities at existing accounts. Within these accounts, you will be expected to identify key influencers and stakeholders, develop new relationships and nurture existing ones, turn them into sales opportunities, and ultimately deliver large commercial agreements.

  The Strategic Accounts Director will be working closely with company leadership and serve as a trusted thought partner to the prospectsclients they serve. You’ll be expected to think strategically and continuously devise and execute on novel and thoughtful approaches to generate new opportunities and expand Kalepa’s revenue from your set of named accounts. You will partner closely with Kalepa’s Client Success team to ensure engagements are set up to deliver significant commercial impact and ROI for our clients and to evangelize Copilot within client organizations.

  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 masterlevel knowledge of the industry and become a thought partners to your clients, prospects, and Kalepa’s leadership
  • You have experience at an earlystage 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 worldclass solution to clients and to helping them win inmarket.
  • 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 inperson within your geography (Tristate 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 offsites (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.