Note: The job is a remote job and is open to candidates in USA. Kaltura is hiring a Director, Technology Sales to own revenue across a defined set of North America technology accounts. The role leads and develops account executives, builds the region’s sales motion and pipeline, wins new enterprise customers, and grows existing accounts through the company’s platform offerings.
Responsibilities
- Lead, coach, and develop a team of Account Executives
- Build North America Tech Revenue Strategy alongside team leadership, with direct responsibility for revenue growth of new and existing logos
- Work closely with Marketing, Solutions Engineering, Product, Customer Success, and Partners
- Bring customer and market feedback back to Product and leadership
- Engage executive sponsors on both sides for the largest accounts
- Build the go-to-market motion: Design and launch the North America Tech sales motion - target accounts, sales plays, and how the team works with Marketing, SDRs, Partners, and Customer Success
- Generate pipeline aggressively: Create a pipeline engine where every rep self-sources, every target account is worked, and coverage is inspected weekly
- Win new logos: Grow new logo revenue from minimal today to at least 25-30% of the total, leading with Agentic Revenue Engagement and Agentic Learning & Enablement to open executive doors at net-new enterprise technology accounts
- Grow the base: Expand existing customers through cross-sell, renewals, and executive relationships, so every account adopts more of the platform
Skills
- 10+ years of enterprise SaaS sales, with a track record of closing six- and seven-figure deals
- 5+ years leading or coaching quota-carrying sellers, as a manager or player-coach
- Proven results in both new logo acquisition and growing existing accounts
- Track record of building a sales motion, territory, or team from an early stage - not only running an established one
- Proven pipeline builder, personally and through a team, with outbound and account-based prospecting
- Experience selling to marketing, sales enablement, or learning leaders in large companies
- Strong forecasting and pipeline management habits, with Salesforce fluency
- Comfortable leading executive conversations and negotiating complex contracts
- Equivalent work experience
- BA/BS preferred
- Background in enterprise video, virtual events, martech, or conversational AI platforms
- Experience selling and supporting deployment of AI solutions
- Experience selling into Fortune 100 and large enterprise technology companies
- Experience with account-based selling and structured methods such as MEDDPICC
- Experience in a post-acquisition or multi-product sales environment
Benefits
- Hybrid, flexible work environment
- Zero employee premium health plan, effective from day 1, plus 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
Company Overview
Company H1B Sponsorship