Enterprise Account Exec

Kaltura; United Kingdom; On-site; GBP 70,000 - 90,000; Full time

Job summary

A leading software development company seeks an Enterprise Account Executive to drive sales in the UK and EMEA. The ideal candidate will have extensive SaaS sales experience, a strong hunter mentality, and the ability to develop strategic account plans. This role involves managing the full sales cycle, building relationships with C-level executives, and collaborating with internal teams to maximize customer satisfaction. Join a dynamic team that values creativity and growth in a hybrid work environment.

Qualifications

• 5-10 years of experience in SaaS sales, closing deals in F500/1000 companies.
• Proven ability to build and maintain C-level relationships.

Responsibilities

• Lead sales team to acquire new logos and expand accounts in EMEA.
• Manage the entire sales cycle from prospecting to closing deals.
• Build strong relationships with C-suite executives.

Skills

Sales

Communication

Collaboration

Forecasting

Pipeline Management

Tools

Salesforce.com

Job description

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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 simplify video usage and improve lives through video. Founded in 2006, Kaltura is a global leader in the video market, with millions using our products daily for teaching, learning, watching, connecting, and collaborating. Our clients include over 1000 well-known organizations worldwide.

With over 15 years of growth, we foster a diverse, collaborative environment where everyone’s voice matters. Our team has grown to over 700 people, with offices in New York, London, Singapore, and Tel Aviv, leveraging cloud technology.

Kaltura promotes a fast-paced, initiative-driven culture, supported by a hybrid work model and flexible mindset, encouraging creativity and growth. Our rich product line and collaborative culture offer ample opportunities for personal and professional development.

We welcome applications from candidates who do not meet 100% of the listed requirements. We believe in hiring for potential and enthusiasm, not just a checklist of skills. If this role excites you, we encourage you to apply.

Responsibilities:

• Lead our high-performing sales team, focusing on acquiring new logos and expanding existing accounts within F500/F100 companies in the EMEA region.
• Develop and execute strategic account plans to surpass sales targets.
• Manage the entire sales cycle from prospecting to closing deals.
• Conduct scoping calls, deliver tailored product demos, and demonstrate the value of Kaltura’s SaaS video solutions.
• Build strong relationships with C-suite executives, decision-makers, and influencers within target accounts.
• Maintain and update the sales pipeline regularly using Salesforce.
• Consult with customers to maximize video usage, understanding their needs, growth drivers, and integrating Kaltura’s and partner solutions.
• Engage with customers through business reviews, marketing events, and onsite visits.
• Collaborate with SDR and CSM teams to prospect and secure new logos.
• Advocate for customer needs across departments, coordinating with Marketing, Product Management, Professional Services, and Support to achieve shared goals.

Requirements:

• Self-motivated, independent, proactive account executive with experience selling to marketing, internal communications, and L&D sectors preferred.
• 5-10 years of experience closing new logos within F500/1000 organizations, with deal sizes averaging $250K–$750K ARR. A strong hunter mentality is essential.
• Relevant enterprise SaaS sales experience.
• Proven ability to navigate complex, multi-stakeholder environments, building and maintaining C-level relationships.
• Experience developing go-to-market strategies and engaging with senior executives across business, legal, and IT functions.
• Track record of building sales pipelines and exceeding quotas.
• Skills in pipeline management, forecasting, and sales process execution.
• Team player with excellent communication, presentation, and cross-functional collaboration skills.
• Ability to switch focus between big-picture strategy and detailed execution.
• Proficiency in Salesforce.com is required.
• This is a non-managerial position.

Additional Details:

• Seniority level: Not Applicable
• Employment type: Contract
• Job function: Sales and Business Development
• Industry: Software Development

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