Business Development Representative

About Kalepa

Insurance is a $7T global industry built on professional labor: underwriting, claims, pricing, operations, and distribution. Kalepa is building AI that can perform that work.

We create professional-grade AI systems for insurers: software that can read, reason, decide, and act inside real workflows and operate over long-time horizons. Kalepa begins by augmenting professionals with the tools to succeed at their jobs. That earns us the right to learn from real decisions, capture decision traces, and automate what can be automated successfully over time.

Our products are already in production with leading insurers, driving measurable outcomes and expanding across functions. The opportunity is far broader than any single workflow: to build the AI operating system for decision-making across insurance. For people who want to work on AI that matters, in a sector where correctness, trust, and real-world impact count, Kalepa is just getting started.

Kalepa is backed by leading investors such as IA Ventures and Inspired Capital, and our team brings experience from Meta, Palantir, Block, Affirm, Google, Amazon, McKinsey, Mastercard, and Uber.

Our Values (This is important)

Our culture is shaped by everyday decisions. Our values help us make them thoughtfully and consistently, especially when tradeoffs are difficult. We learn from mistakes so our good decisions outweigh our bad ones and their benefits compound over time.

• Excellence - We take pride in our craft and expect excellent outcomes in everything we do. We set high standards, verify our work, and own the result. We make deliberate tradeoffs, including rethinking an approach, redoing work, or investing more time.
• Pursuit of the Truth - We seek the truth, even when it is uncomfortable. We question assumptions, give candid feedback, and change our minds when evidence warrants it. We work with customers to understand their challenges and what solving them requires.
• Ensuring Customer Success - We take responsibility for delivering results that matter to our customers. We measure success through improvements in their growth, profitability, and efficiency. We challenge our approach and customers’ requests when necessary, remaining accountable for the outcome.
• First Principles Thinking - We reason from a problem’s underlying facts, objectives, and constraints. We distinguish what is necessary from what is familiar and question assumptions that limit possible solutions. We test our reasoning against reality and address root causes with approaches that scale without unnecessary complexity.

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 | 2025 - Cartagena | 2026 - Tbilisi).

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

• Kalepa has experienced exponential growth over the last 36 months and is looking to continue that momentum by bringing on a motivated Business Development Manager.
• Kalepa is looking for a high-energy, results-driven Business Development Representative to join our Sales organization. The Business Development Representative will help continue growing Kalepa’s presence in the Insurance Carrier, MGA, and Mutual Insurer market.
• Working very closely with Sales and key partners, BDRs are tasked with strategically developing and qualifying revenue opportunities within assigned account territories and segments. This is an exciting opportunity to generate and hunt for new business opportunities to fuel our growth across market segments.
• The ideal candidate will be passionate about disruptive technology; have a sound eye for business and natural sales instincts; and be an eager, highly motivated, and tenacious self-starter

Salary range

We differentiate our North America salary ranges using two geographical zones:

Zone 1 (New York and San Francisco) - Base salary of $75,000 to $95,000* | OTE $110,000 to $130,000

Zone 2 (all other locations in the US and Canada) - Base salary of $67,500 to $87,500* | OTE $100,000 to $120,000

Location

For this role we have a preference for candidates based in Chicago and New York.

We are primarily a remote company with employees across the US, Canada, and Europe. Our HQ is in New York city.

What You’ll Do

• Generate new business opportunities to fuel Kalepa’s growth
• Create and prioritize strategic target account lists and account attack plans within a defined territory and in coordination with the sales team
• Research and build new accounts (i.e. strategic calling, sending personalized emails, and connecting through Linkedin and other platforms
• Conduct high level discovery conversations and meetings with prospect accounts.
• Collaborate with Go To Market teams (i.e. marketing, sales, etc) to advance new business growth.
• Achieve quarterly quotas of qualified opportunities created

Who You Are

• 1-2 years of experience in outbound SaaS prospecting roles with proven track record of success (Fintech or financial services experience a plus!)
• Strong work ethic, energetic, proactive, team player!
• Excellent problem solving, communication, organization and time management skills
• Flexibility and ability to adapt to new demands; strong sense of urgency
• Assertiveness, directness, and a “company first” mentality
• Experience working with Hubspot a plus

What you’ll get

• Competitive salary (based on experience level)*.
• Significant equity options package.
• 20 days of PTO a year.
• Global team offsites (2024 - Lisbon, 2025 - Cartagena, 2026 - Tbilisi).
• Healthy living/gym stipend.
• Mobile phone bill stipend.
• Continuing education credits.

For US employees only:

• 100% covered medical, 100% covered vision and dental for individuals and families.
• 401(k) plan with employer contribution (regardless of employee contribution)

*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.