Enterprise Account Executive, Healthcare

Kaltura; United States; Hybrid; USD 100,000 - 140,000; Full time

Benefits offered by this job

Hybrid work environment

Zero premium health plan from day 1

Dental and vision benefits

FSA and 401K with company match

Mobile plan reimbursement

Home internet reimbursement

Personal and professional development

Occasional Cross company long weekends

EEO employer and E-Verify

Job summary

Kaltura, a global video tech leader, seeks an Enterprise Account Executive for Healthcare in North America. You will own large enterprise relationships, drive new logos, and expand strategic accounts, coordinating with Engineering, Legal, and Procurement to close complex deals.

You will navigate multi-stakeholder cycles, craft value-based business cases, and lead negotiations to achieve revenue goals while advancing strategic initiatives in a fast-paced, hybrid work environment.

Qualifications

• 5-8+ years of enterprise sales experience selling AI/SaaS to large organizations.
• A proven track record of building pipeline and achieving revenue goals.
• Experience navigating long multi-stakeholder cycles including security and procurement.
• Strong discovery, value-based selling, negotiation and account planning.

Responsibilities

• Own and execute the sales strategy for a portfolio of large enterprise accounts in North America.
• Build a high-quality pipeline through targeted prospecting and multi-stakeholder engagement.
• Lead consultative enterprise sales cycles from discovery to close.
• Establish trusted relationships with senior decision-makers across functions.
• Develop strategic account plans to identify expansion opportunities and growth.
• Collaborate with Solutions Engineering, Customer Success, Marketing, Legal, and Product.
• Maintain pipeline and forecasting with Salesforce, Gong, and LinkedIn Navigator.

Skills

Enterprise sales experience

Pipeline development

Revenue growth

Executive engagement

Negotiation

Discovery & value-based selling

Forecasting & analytics

Tools

Salesforce

Gong

LinkedIn Sales Navigator

Job description

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.

Requirements

As an Enterprise Account Executive, Healthcare, North America, you will own and grow a territory focused on large enterprise organizations. You will be responsible for winning new customers, expanding strategic accounts, and managing complex enterprise sales cycles from initial engagement through negotiation and close.

You will develop relationships across large, complex organizations, connect our AI and SaaS solutions to meaningful business priorities, and collaborate with internal teams to create long-term customer value and sustainable revenue growth.

The day-to-day:

• Own and execute the sales strategy for a portfolio of large enterprise accounts across North America, driving new-logo acquisition and strategic account growth.
• Build a high-quality pipeline through targeted prospecting, account planning, and engagement with multiple stakeholders across complex organizations.
• Lead consultative enterprise sales cycles from discovery and business case development through security reviews, procurement, negotiation, and close.
• Build trusted relationships with senior decision-makers and stakeholders across Marketing, IT, L&D, Security, Procurement, and other relevant functions.
• Develop strategic account plans to identify expansion opportunities, increase adoption, and drive meaningful revenue growth.
• Partner closely with Solutions Engineering, Customer Success, Marketing, Sales Leadership, Legal, and Product throughout the sales and customer journey.
• Maintain strong pipeline management and forecasting discipline using Salesforce, Gong, LinkedIn Sales Navigator, and AI-enabled tools.

Ideally, we’re looking for:

• 5-8+ years of enterprise sales experience, with proven success selling AI and/or SaaS solutions to large, complex organizations.
• A strong track record of building pipeline, winning new enterprise customers, expanding strategic accounts, and achieving revenue goals.
• Experience navigating long, multi-stakeholder enterprise sales cycles, including executive engagement, security, procurement, and commercial negotiations.
• Strong discovery, value-based selling, executive communication, negotiation, and strategic account planning capabilities.
• A disciplined, data-informed approach to pipeline and forecasting, with proficiency in tools such as Salesforce, Gong, LinkedIn Sales Navigator, and AI tools.

These would also be nice:

• Experience selling into large healthcare organizations or healthcare-related enterprises in North America.
• Understanding of healthcare enterprise priorities, buying processes, and complex stakeholder environments.
• Experience working in a high-growth technology or AI business

The perks:

1. Hybrid, flexible work environment
2. Zero employee premium health plan, effective from day 1, plus dental and vision benefits
3. FSA and 401K with company match
4. Mobile plan and home internet reimbursement
5. Personal and professional development programs
6. Occasional Cross company long weekends
7. An Equal Employment Opportunity Employer and an E-Verify participant

The annual base salary range provided for this position is a nationwide market range and represents a broad range of salaries for this role across the country. The actual salary for this position will be determined by a number of factors, including the scope, complexity and location of the role; the skills and experience of the candidate; and other conditions of employment.

Salary Range: $100,000-$140,000 USD.