Strategic Account Manager

Overview

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 better people’s lives through video. Founded in 2006, Kaltura is a global leader in the video market with millions of people using our products daily to teach, learn, watch, connect, and collaborate. We serve more than 1000 global organizations.

We foster a diverse, collaborative work environment with a hybrid work model and opportunities to grow and evolve.

We are looking for a world-class Senior Enterprise Account Manager to join our US Tech sales organization. In this role, you will focus on partnering with and growing existing Tech and High-Tech accounts. You will be responsible for selling complex SaaS/AI solutions to sophisticated technical and business buyers, identifying new opportunities, navigating multi-stakeholder enterprise deals, and converting cutting-edge technology into clear, high-impact business value.

• 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 with VPs of Product, CMOs, CTOs, Procurement, and Legal/Security teams.
• Value-Based Selling:
  Conduct deep discovery and deliver compelling 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 to meet and exceed quarterly and annual revenue targets.
• Cross-Functional Collaboration:
  
  Partner with the regional GM, Solutions Engineers, and global Product teams to tailor our next-gen AI capabilities to the fast-paced needs of the tech sector.

• Enterprise SaaS Sales Expert: 5–8 years of proven experience as an Enterprise Account Executive (Hunter) within SaaS, Cloud, or AI.
• Tech Sector DNA & Network:
  Deep experience selling into the Tech/High-Tech vertical in the US; understands how tech buyers think and buy.
• Established Book of Business:
  Active, strong network within Tier-1/Tier-2 Tech and SaaS companies across EMEA, enabling immediate pipeline generation.
• Proven Closer:
  Track record of consistently hitting quotas and closing six-figure+ enterprise deals.
• Tech-Savvy & AI Enthusiast:
  Aptitude for grasping and pitching complex innovations like Conversational AI, Live Avatars, and automated workflows.
• Executive Presence:
  Strong presentation and negotiation skills with ability to influence C-level and VP-level decision-makers.
• Enterprise-Grade Execution:
  Experience navigating complex corporate environments, security/compliance (GDPR/Data Privacy), and legal/procurement cycles.

• 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