Director, Strategic Accounts (Remote)

New York, NY. Remote (US only)

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:

Base Salary: $145K - $185K

Target Commission: $200K (uncapped)

Equity: 0.15% to 0.35% 

Strong Location Preference: Tri-state Area | Chicago

Kalepa is an award-winning AI software company transforming the trillion-dollar commercial insurance industry. Our state-of-the-art AI Copilot platform empowers underwriters to make smarter, faster, and more accurate decisions, so insurers can grow their top and bottom lines while business owners get the coverage they need.

Copilot is delivering real, tangible impact to insurers from day 1, and underwriters rave about it. “[They] don't know if [they] could function doing daily underwriting without having it,” and they assert that "not only is Kalepa’s technology miles ahead of other vendors, but when it came to driving real impact on our business, there [is] no competition."

Kalepa’s Copilot powers insurers of all sizes, including +$10B carriers like Arch and Munich Re, hypergrowth MGAs like Bowhead Specialty and Paragon, and small regional insurers like North Star Mutual.

At Kalepa, you'll join a team of doers who are passionate about innovating and winning. We are a fast-moving group with high expectations for every person we hire and everything we build.

Join us if you want to be a crucial part of a company whose AI actually works.

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Kalepa is looking for an exceptional Director, Strategic Accounts with 10+ years of enterprise sales experience to help spearhead commercial growth and secure new relationships with leading US insurers. We are a VC-backed, remote-friendly 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, high-value, tier 1 enterprise accounts. You will own a mix of prospects (primary focus) and cross-sell 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 Director, Strategic Accounts will be working closely with company leadership and serve as a trusted thought partner to the prospects/clients 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 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)