Strategic Account Manager

Kaltura; United States; Hybrid; USD 120,000 - 160,000; Full time

Benefits offered by this job

Hybrid, flexible work environment

Zero employee premium health plan

Dental and vision benefits

FSA and 401K with company match

Mobile plan and home internet reimbursement

Personal and professional development programs

Occasional Cross company long weekends

Job summary

Kaltura is seeking a Senior Enterprise Account Manager to join their US Tech sales organization. The ideal candidate will have a proven track record in selling complex SaaS solutions to Tech and High-Tech accounts, thriving on identifying new opportunities in a dynamic environment.

This role includes managing multi-stakeholder deals, pushing new business, and collaborating with cross-functional teams to deliver high impact business value through Kaltura’s innovative technology.

Qualifications

• 5–8 years of proven track record as an Enterprise Account Executive.
• Deep experience selling directly into the Tech/High-Tech vertical in the US.
• Must possess an active, strong, and verifiable network within Tier‑1/Tier‑2 Tech and SaaS companies.
• A documented history of hitting quotas and closing six-figure enterprise deals.
• Strong technical aptitude with the ability to pitch complex innovations.
• Exceptional presentation and negotiation skills.
• Adept at navigating complex corporate environments and compliance hurdles.

Responsibilities

• Own and execute the sales playbook for the US Tech sector.
• Manage end-to-end, high-touch sales cycles with multi-stakeholder tech organizations.
• Conduct deep discovery and deliver compelling product demonstrations.
• Build and maintain a healthy sales pipeline using data and methodologies.
• Partner closely with regional GM and global Product teams.

Skills

Enterprise SaaS Sales Expert

Tech Sector DNA & Network

Established Book of Business

Proven Closer

Tech-Savvy & AI Enthusiast

Executive Presence

Enterprise-Grade Execution

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

About the Role

We are looking for a world‑class Senior Enterprise Account Manager to join our US Tech sales organization. In this role, you will be focused on partnering and growing existing Tech and High‑Tech accounts

We need an AM 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 NET New Business (Hunting): Own and execute the sales playbook for the US Tech sector, proactively identifying, prospecting, and closing new business in existing Enterprise accounts
• 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 US. 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. 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