THE OPPORTUNITY 

Kalderos is scaling rapidly, and we need an Enterprise Sales Lead that can bring industry and enterprise sales experience to collaborate closely with Kalderos’ clients and Information Technology teams in order to ensure Kalderos’ existing and future success.

With the goal of being crowned king of the Drug Discount Manager category, it is essential that Kalderos moves rapidly to launch a new version of our core product, Grappa, that will allow Kalderos to expand our auditing and point-of-sale chargeback functions to additional discount programs large US pharma companies participate in. In addition, government focus on drug pricing means solutions that enable new ways of facilitating discounted pricing between the manufacturer and the patient must be designed, developed, and launched rapidly as we continue to service our existing clients with efficient, organized, and performant data management solutions..

By enabling new types of direct-to-patient and value-based pricing arrangements to be implemented, and by building a smart infrastructure that ensures the right price or discount be applied to the right transaction, we have a once-in-a-lifetime opportunity to do something that benefits patients (and is financially rewarding for the team members who help make it happen.) 
 

Detailed Responsibilities to Include:

• Drive business growth for Kalderos with new and existing accounts
• Originating and responding to new opportunities and owning sales pursuit efforts
• Working with the Strategic Accounts Director and Vertical Leaders to partner in closing new to existing sales opportunities
• Leading renewal efforts if/when the opportunity needs extra sales expertise
• Meet sales quota goals
• Operate independently to build a successful sales pipeline/channel, but also collaborate with and engage colleagues and technology partners when appropriate
• Create and maintain detailed and accurate opportunity plans and review/update and communicate these on a regular basis.
• Analyzes customer business goals, objectives, needs, process and existing infrastructure
• Applies business outcome-based sales principles and demonstrates relevant and transferable company experience in developing sales strategy, opportunity briefs and sales plans
• Work closely with the verticals and operating groups to define and extend the core offerings
• Understands the prospect and client decision making process and organizational map
• Establishes trusted relationships with client executives to originate new opportunities 
• Develops and maintains an accurate, high quality pipeline
  

Experience and Qualifications:

• Have demonstrated success meeting and exceeding annual quotas in excess of $10M selling direct specifically
• Bachelor’s degree from an accredited college/university; Master's degree a plus
• >7 years challenger sales experience
• Have demonstrated success selling SaaS solutions
• Must be able to demonstrate having won business using research and relationship derived insight to create a differentiated solution. 
• Must be able to demonstrate having maintained a trusted partner status to VP level and higher decision makers 
• Proficiently perform all required sales activities including sales prospecting, qualifying, account management, site evaluations, proposals, presentations, networking, relationship building, partnering, territory management, managing use of resources, etc.
• Must be able to work in a team-selling environment, though with limited direct supervision. 
• Diligently adhere to company standards regarding accurate CRM management (i.e. Salesforce: Input, update and manage leads, accounts and opportunities)
• Must have demonstrated experience utilizing a formal large account selling methodology 
• Make ethical decisions while maintaining integrity on behalf of the best interest of the company at all time
• Experience with closing large, complex sales deals (origination experience a plus)
• Viewed as a thought leader in sales and well connected/networked
• Partner with the Strategic Accounts Director on the development of the Strategic Account Plan

Company Perks 

• Excellent Compensation 
• 401K plan
• Training Allowance Fund
• Working for a Startup Company with a collaborative and positive culture
• A Fair PTO system that allows for a healthy work life balance
• Opportunity to work on new technologies and learn new skills
• Cross functional training opportunities 
• Guidance from a transparent leadership team
• Entertainment Allowance Fund

Personal Attributes 

• You are a sales professional who understands and embraces the challenger approach
• You have an established ability to Interpret data by means of various methodologies
• You are comfortable working at a company that celebrates failure, and rewards success
• Your team loves working with you. Your colleagues love working with you. Your manager cannot understand how they ever lived without you.
• You can set targets and manage towards a strategy to achieve those targets.
• You motivate others. You communicate clearly. You inspire your coworkers.
• You identify problems and are decisive about communicating the problem with the larger team, ensuring the problems are corrected early.
• You cannot stand political games between departments and do not want to work for a company where inside politics drive actions rather than what’s best for the customer.
• You are a collaborative, hardworking, problem solver, who leads by example.
• You are way above average, and only want to work at a place that is nowhere near average.
• You understand that you would not be successful without the team, and you are grateful to your team members who participated in the company and your success.
• You understand that continuous self-improvement is part of life and are willing to accept areas where you could be better and be willing to put in the work to improve yourself and those around you