Note: The job is a remote job and is open to candidates in USA. Kaltura is a global leader in the video market, dedicated to powering any video experience for organizations. They are seeking a Senior Enterprise Account Manager to drive new business and manage complex sales cycles in the Tech sector, focusing on selling SaaS/AI solutions to high-tech accounts.
Responsibilities
- Drive NET New Business (Hunting): Own and execute the sales playbook for the US Tech sector, proactively identifying, prospecting, and closing new business in existing Enterprise accounts
- Complex Deal Management: Manage end-to-end, high-touch sales cycles ($100K–$1M+) with multi-stakeholder tech organizations—engaging smoothly with VPs of Product, CMOs, CTOs, Procurement, and strict Legal/Security teams
- Value-Based Selling: Conduct deep discovery and deliver compelling, high-level product demonstrations that articulate the value of Kaltura’s Agentic AI, real-time video generation, and personalized digital journeys
- Pipeline Management: Build and maintain a healthy, consistent, and predictable sales pipeline, leveraging data and sales methodologies to meet and exceed quarterly and annual revenue targets
- Cross-Functional Collaboration: Partner closely with the regional GM, Solutions Engineers, and global Product teams to tailor our next-gen AI capabilities to the unique, fast-paced needs of the tech sector
Skills
- 5–8 years of proven track record as an Enterprise Account Executive (Hunter) within the SaaS, Cloud, or AI ecosystem
- Deep experience selling directly into the Tech/High-Tech vertical in US
- Must possess an active, strong, and verifiable network and book of business within Tier-1/Tier-2 Tech and SaaS companies across EMEA
- A documented history of consistently hitting quotas and closing six-figure+ ($100K+) enterprise deals
- Strong technical aptitude with the ability to easily grasp and enthusiastically pitch complex innovations like Conversational AI, Live Avatars, and automated workflows
- Exceptional presentation and negotiation skills, with the charisma and credibility to influence C-level and VP-level decision-makers
- Adept at navigating complex corporate environments, security compliance hurdles (GDPR/Data Privacy), and legal/procurement cycles
Benefits
- Hybrid, flexible work environment
- Zero employee premium health plan, effective from day 1, plus dental and vision benefits
- FSA and 401K with company match
- Mobile plan and home internet reimbursement
- Personal and professional development programs
- Occasional Cross company long weekends
- An Equal Employment Opportunity Employer and an E-Verify participant
Company Overview
Kaltura develops video SaaS solutions for enterprises of all industries. It was founded in 2006, and is headquartered in New York, New York, USA, with a workforce of 501-1000 employees. Its website is http://corp.kaltura.com.