Enterprise Account Executive

Kaltura; London; Hybrid; USD 250,000 - 750,000; Full time

Job description

This is us

Kaltura’s (NYSE:KLTR) mission is to power any video experience for any organization – live, on-demand, or real-time. We not only want to make using video simpler, but we also want to better people’s lives through video. 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. Among our customers, you’ll find more than 1000 global, well-known organizations.

15+ years since starting the company, we continue to foster a diverse and collaborative work environment where everyone gets a say. Our team is currently 700+ people, and we’re still growing. We have offices in New York, London, Singapore, and Tel Aviv, but our technology is all in the cloud.

Kaltura has a fast-paced environment where initiative is always encouraged. Together with our hybrid work model and flexible state of mind, you get the right conditions for creative juices to flow freely. Thanks to our long line of products, cultivation of rich collaborative culture and care for each Kalturian, you’ll never run out of room to grow and evolve.

If you don't meet 100% of the requirements below - that's okay, nobody's perfect! We believe in hiring people, not just a list of skills. We encourage you to apply if you think this is a role that would make you excited about coming to work every day.

Responsibilities:

1. Main focus on closing new logos. Being the deal owner starting from identifying, prospecting to securing new F500/F100 large enterprise clients across key verticals.
2. Develop and execute strategic account plans to meet and exceed sales quotas.
3. Manage, drive and lead the entire sales cycle, from contact to contract.
4. Conduct scoping calls, deliver tailored product demonstrations and position the value of Kaltura SaaS video solutions.
5. Build strong relationships with C-suite executives, decision-makers and influencers within target accounts.
6. Maintain and be accountable to continuously update sales pipeline using Salesforce.
7. Consult customers to maximize the use of video via a deep understanding of customer’s needs, growth drivers and Kaltura’s products including adding complementing partner solutions.
8. Communicate frequently with customers via business reviews, marketing events, and onsite visits.
9. Collaborate closely with the SDR and CSM’s teams to strategically prospect new logos.
10. Advocate customer needs/issues cross-departmentally in a matrix role, where you will need to guide and get the support of a diverse team of internal professionals (Marketing, Product Management, Professional Services and Support) which are not directly reporting to you to meet the customer and Kaltura goals.

Requirements:

1. A seasoned self-motivated, independent and highly proactive account executive; selling to marketing, internal communication and L&D preferred.
2. 5-10 years experience in closing new logos within F500/F100 organizations, with average deal size of $250k - $750K ARR. A true hunter mentality who strives to secure big deals.
3. Relevant experience in enterprise sales within technology SaaS companies.
4. Working with large and complex, multi-stakeholder environments, ensuring business and operational goals are met. Building and maintaining C level and executive relationships, serving as the prime focal point.
5. Experience building go-to-market strategy, working with C levels and executives – sales/business consulting, with multiple stakeholders (business, legal, IT).
6. Experience building pipelines within multiple accounts.
7. Demonstrated track record in reaching and exceeding quotas (quantitative and qualitative).
8. Experience managing pipeline, forecast, and executing sales process.
9. Team player, flexible and moving towards mutual goals.
10. Effective communication and presentation skills. Exceptional cross-functional leadership and collaboration skills.
11. Ability to “zoom” in/out from big picture to the minutiae.
12. Salesforce.com experience a must.

* This is not a managerial position

The perks:

1. Hybrid, flexible work environment
2. 25 days of leave annually
3. Pension scheme
4. Group life insurance + Vitality Health Insurance
5. Mental health program
6. Personal and professional development programs
7. Occasional Cross company long weekends

Preference to candidates in the UK but open to all Europe.