Strategic Accounts Director

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.