Note: The job is a remote job and is open to candidates in USA. Kaltura is a global video technology company powering live, on-demand, and real-time video experiences for organizations. The Senior Enterprise Account Executive will drive new business across the North American technology sector, manage complex enterprise sales cycles, build a predictable pipeline, and collaborate with cross-functional teams to deliver AI and video solutions.
Responsibilities
- Drive New Business (Hunting): Own and execute the sales playbook for the 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
Skills
- 5–8 years of proven track record as an Enterprise Account Executive (Hunter) within the SaaS, Cloud, or AI ecosystem
- Deep experience selling directly into the Tech/High-Tech vertical in NA. You know how tech companies think, how they buy, and how to speak their language
- Must possess an active, strong, and verifiable network and book of business within Tier-1/Tier-2 Tech and SaaS companies across NA, enabling immediate pipeline generation
- A documented history of consistently hitting quotas and closing six-figure+ ($100K+) enterprise deals
- Strong technical aptitude with the ability to easily grasp and enthusiastically pitch complex innovations like Conversational AI, Live Avatars, and automated workflows
- Exceptional presentation and negotiation skills, with the charisma and credibility to influence C-level and VP-level decision-makers
- Adept at navigating complex corporate environments, security compliance hurdles (GDPR/Data Privacy), and legal/procurement cycles
Benefits
- Hybrid work model
- Flexible work environment
- Room to grow and evolve
- Diverse and collaborative work environment
Company Overview
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