Senior Account Exec - EMEA Tech

Kaltura; Greater London; On-site; GBP 120,000 - 190,000; Full time

Benefits offered by this job

Hybrid work

25 days leave

Pension scheme

Life insurance

Mental health program

Professional development

Cross-company weekends

Job summary

Kaltura in London is seeking a Senior Enterprise Account Executive (Hunter) to penetrate the Tech and High-Tech sector across EMEA. You will own and close high-value SaaS/AI deals with complex stakeholders.

The role emphasizes value-based selling of Live AI, real-time video, and agentic experiences, building a robust pipeline and collaborating with Solutions Engineers and Product teams to tailor offerings for tech giants.

Qualifications

• Experience selling enterprise SaaS/AI to tech buyers.
• Well-connected in the EMEA tech/ SaaS ecosystem.
• History of closing six-figure+ enterprise deals.

Responsibilities

• Drive new business (hunting) in the EMEA Tech sector with high-value enterprise deals.
• Manage complex, multi-stakeholder sales cycles from 100K to 1M+.
• Deliver value-based demonstrations of AI and real-time video solutions.
• Build and maintain a healthy sales pipeline to meet targets.
• Collaborate with Solutions Engineers and Product teams across regions.

Skills

Enterprise SaaS sales

Tech sector network

Existing book of business

Proven closer

Tech & AI savvy

Executive presence

Enterprise-grade execution

Job description

Description

This is us

Kaltura is a NASDAQ-listed public company (KLTR) that has redefined and led the world of enterprise video solutions for over two decades. Today, we are pioneering the next massive technological leap: the transition from passive video platforms to Agentic Digital Experiences.

Through a series of strategic acquisitions (including eSelf.ai and PathFactory), we have embedded Multimodal Conversational AI, Photo-realistic Live Avatars, and Content Intelligence directly into the DNA of our platform. We break the traditional organizational monologue, turning static digital content into smart, real-time, interactive dialogues that drive business outcomes. Kaltura is the digital backbone for thousands of global Tier-1 Enterprises, including Bank of America, Nvidia, Salesforce, AWS, Adobe, Disney, and Airbnb.

Requirements

About the Role

We are looking for a world-class Senior Enterprise Account Executive (Hunter) to join our EMEA Tech sales organization. In this role, you will be solely focused on penetrating the Tech and High-Tech sector across EMEA (including leading SaaS companies, global tech corporations, and ISVs).

We need a sales heavyweight with a proven track record of selling complex SaaS/AI solutions to sophisticated technical and business buyers. You are someone who thrives on identifying new opportunities, navigating multi-stakeholder enterprise deals, and converting cutting-edge technology (like Live Avatars, Real-Time Video, and Generative UI) into clear, high-impact Business Value for tech giants.

Key Responsibilities

• Drive New Business (Hunting): Own and execute the sales playbook for the EMEA Tech sector, proactively identifying, prospecting, and closing new Enterprise business.
• Complex Deal Management: Manage end-to-end, high-touch sales cycles ($100K–$1M+) with multi-stakeholder tech organizations—engaging smoothly with VPs of Product, CMOs, CTOs, Procurement, and strict Legal/Security teams.
• Value-Based Selling: Conduct deep discovery and deliver compelling, high-level product 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, leveraging data and sales methodologies to meet and exceed quarterly and annual revenue targets.
• Cross-Functional Collaboration: Partner closely with the regional GM, Solutions Engineers, and global Product teams to tailor our next-gen AI capabilities to the unique, fast-paced needs of the tech sector.

Who You Are (Requirements)

• Enterprise SaaS Sales Expert: 5–8 years of proven track record as an Enterprise Account Executive (Hunter) within the SaaS, Cloud, or AI ecosystem.
• Tech Sector DNA & Network: Deep experience selling directly into the Tech/High-Tech vertical in EMEA. You know how tech companies think, how they buy, and how to speak their language.
• Established Book of Business: Must possess an active, strong, and verifiable network and book of business within Tier-1/Tier-2 Tech and SaaS companies across EMEA, enabling immediate pipeline generation.
• Proven Closer: A documented history of consistently hitting quotas and closing six-figure+ ($100K+) enterprise deals.
• Tech-Savvy & AI Enthusiast: Strong technical aptitude with the ability to easily grasp and enthusiastically pitch complex innovations like Conversational AI, Live Avatars, and automated workflows.
• Executive Presence: Exceptional presentation and negotiation skills, with the charisma and credibility to influence C-level and VP-level decision-makers.
• Enterprise-Grade Execution: Adept at navigating complex corporate environments, security compliance hurdles (GDPR/Data Privacy), and legal/procurement cycles.

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