Sales Business Development Director

Senior Manager Sales Business Development

4 days ago Be among the first 25 applicants

This is us Kaltura’s (NYSE:

KLTR) mission is to power any video experience for any organization – live, on‑demand, or real‑time. We aim to make using video simpler and to enhance people’s lives through it. Founded in 2006, Kaltura is now a global leader in the video market, with millions of people using our products daily to teach, learn, watch, connect, and collaborate. Our customers include more than 1,000 well‑known global organizations.

Kaltura is 700+ people strong, with offices in New York, London, Singapore, and Tel Aviv, yet our technology is all in the cloud. We foster a diverse and collaborative work environment where everyone can contribute. Our fast‑paced culture encourages initiative, and our hybrid work model provides flexibility. If you’re excited about growth, creativity, and continuous learning, we’d love to hear from you.

Role Overview As a Senior Business Development Leader, you will drive revenue expansion and grow the Financial Services vertical. The role focuses on securing new enterprise clients, expanding strategic accounts, and influencing the transformation of customer operations through AI and agentic workflow solutions. You will build and scale the GTM approach for Kaltura’s advanced AI and agentic solutions, develop new sales playbooks, accelerate pipeline momentum, and collaborate across functions to increase Kaltura’s presence with large global enterprises while exploring opportunities with medium‑sized enterprises (SMEs).

• Drive top‑line revenue growth for your vertical by acquiring new clients and expanding into new buying centers with Kaltura’s AI and agentic product portfolio. Continuously monitor and analyze critical KPIs—pipeline coverage, ACV growth, sales cycle duration, win rates—to optimize GTM execution.
• Lead strategic deal cycles in collaboration with regional sales teams, managing the process from discovery and solution design to negotiation and closure, particularly in complex, multi‑stakeholder enterprise environments.
• Develop and implement a vertical‑specific AI GTM plan to accelerate pipeline generation, improve win rates, and establish scalable sales playbooks for replicable success on a global scale. Identify new opportunities via competitive intelligence, market signals, and emerging AI/automation trends.
• Collaborate with Marketing to create compelling vertical‑specific narratives, campaigns, and thought leadership materials, positioning Kaltura as the preferred AI video and workflow partner.
• Serve as a thought leader for AI and agentic transformation within your vertical by participating in conferences, executive round tables, and elevating Kaltura’s brand presence.
• Expand account penetration across use cases—Sales & Marketing, Corporate Communications, Service Desks, Learning & Development, Human Resources, Customer Experience, Entertainment/Monetization—building deep relationships with senior executives as trusted advisors on AI adoption and transformation.
• Represent your vertical in quarterly business reviews, leadership meetings, and cross‑functional planning sessions; work closely with Product, Engineering, and Professional Services to shape AI‑driven solutions, influence product roadmap, and ensure delivery to customers.

• Minimum of 10 years’ enterprise experience in SaaS sales (preferably with AI products/capabilities), strategy consulting, business development, or strategic partnerships.
• Proven success selling to global enterprises, closing large, complex SaaS deals (exceeding $1M ARR) and consistently surpassing quotas.
• Deep domain expertise in the Financial Services industry.

Please note: this is an individual contributor position

• Hyper‑growth mindset, strong execution velocity, bias for action.
• Executive presence and influence over senior‑level stakeholders across business and technical domains.
• Data‑driven, with robust forecasting, planning, and pipeline management skills.
• Highly collaborative, skilled at navigating matrixed organizations and achieving cross‑functional alignment.
• Strong technical aptitude in AI, automation, and agentic systems; comfortable engaging Product and Engineering teams.

• Bachelor’s degree required.
• MBA preferred.

• Hybrid, flexible work environment.
• Zero employee premium health plan 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.

OTE: $130,000 - $170,000 (dependent on location and experience)

Preferred

Location:

New York but open to others