Enterprise Account Executive

Kaltura; Greater London; Hybrid; GBP 70,000 - 110,000; Full time

Benefits offered by this job

Hybrid, flexible work environment

25 days of leave annually

Pension scheme

Group life insurance + Vitality Health

Mental health program

Personal and professional development

Occasional cross-company long weekends

Job summary

Kaltura is seeking an Enterprise Account Executive to join its EMEA sales team in London. You will drive new logos, manage complex enterprise cycles, and collaborate with cross-functional teams to articulate business value of Kaltura's AI-powered video and engagement solutions.

The role emphasizes prospecting, building relationships with business and technical stakeholders, and closing six-figure deals in a fast-paced, high-performing environment.

Qualifications

• Enterprise sales experience in B2B software or SaaS
• 2–5 years in B2B sales with 1–3 years selling SaaS/cloud/AI or enterprise software
• Proven closer with a history of six-figure+ enterprise deals

Responsibilities

• Identify, prospect and close new enterprise opportunities within defined territories or accounts.
• Build and execute account plans to generate qualified pipeline via outbound prospecting and partnerships.
• Own sales opportunities from outreach to contract signature with support from senior leaders.
• Engage with stakeholders across Business, IT, Product, Marketing, Procurement, Security and Legal.
• Deliver compelling product presentations and demos of Kaltura's AI-powered video and digital engagement solutions.
• Build and maintain a healthy pipeline using CRM and sales methodologies.
• Forecast opportunities and work toward quarterly and annual targets.
• Collaborate with Solutions Engineers, Customer Success, Marketing, Product and Sales Leadership.

Skills

Enterprise sales experience

New business development

Prospecting & closing

Job description

Requirements

About the Role

We are looking for a driven and ambitious Enterprise Account Executive (Hunter) to join our EMEA sales team. In this role, you'll be responsible for acquiring new enterprise customers across a wide range of industries, helping organizations transform how they engage, communicate, and collaborate through Kaltura's AI-powered platform.

This is an outstanding opportunity for an enterprise seller looking to accelerate their growth in a high-performing sales team. You will identify new business opportunities, build relationships with business and technical stakeholders, and demonstrate how Kaltura's innovative solutions, including Agentic AI, Live Avatars, Real-Time Video, and personalized digital experience, deliver measurable business value to enterprise organizations.

Key Responsibilities

Drive New Logos

Identify, prospect, and close new enterprise opportunities across defined territories or portfolio of strategic accounts.

Build and execute account plans to generate qualified pipeline through outbound prospecting, networking, referrals, and partner collaboration.

Manage complex Enterprise Sales Cycles

Own sales opportunities from initial outreach through contract signature, with support from senior sales leaders and cross-functional teams where needed.

Engage with stakeholders across Business, IT, Product, Marketing, Procurement, Security, and Legal throughout the buying process.

Consultative Selling

Understand customer business objectives and challenges through thoughtful discovery.

Deliver compelling product presentations and demos that clearly communicate the value of Kaltura's AI-powered video and digital engagement solutions.

Develop business cases that align Kaltura's solutions with customer priorities and desired outcomes.

Pipeline & Forecast Management

Build and maintain a healthy, real and predictable pipeline using CRM best practices and structured sales methodologies.

Accurately forecast opportunities while consistently working toward quarterly and annual sales targets.

Cross-Functional Collaboration

Partner with Solutions Engineers, Customer Success, Marketing, Product, and Sales Leadership to deliver an exceptional customer experience.

Share customer insights and market feedback to help shape go-to-market strategies and product innovation.

Who You Are

Enterprise Sales Experience

2–5 years of experience in B2B sales, with at least 1–3 years selling SaaS, cloud, AI, or other enterprise software solutions.

Experience prospecting, managing, and closing new business opportunities within mid-market or enterprise accounts.

Proven Closer: A documented history of consistently hitting quotas and closing six-figure+ ($100K+) enterprise deals.

Benefits

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

We encourage you to apply if you think this is a role that would make you excited about coming to work every day.