Kaltura
Enterprise Account Executive
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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.
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About the Role
We are looking for a driven and ambitious Enterprise Account Executive (Hunter) to join our EMEA sales team. In this role, you'll be responsible for acquiring new enterprise customers across a wide range of industries, helping organizations transform how they engage, communicate, and collaborate through Kaltura's AI-powered platform.
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This is an outstanding opportunity for an enterprise seller looking to accelerate their growth in a high-performing sales team. You will identify new business opportunities, build relationships with business and technical stakeholders, and demonstrate how Kaltura's innovative solutions, including Agentic AI, Live Avatars, Real-Time Video, and personalized digital experience, deliver measurable business value to enterprise organizations.
Key Responsibilities
- Drive New Logos
- Identify, prospect, and close new enterprise opportunities across defined territories or portfolio of strategic accounts
- Build and execute account plans to generate qualified pipeline through outbound prospecting, networking, referrals, and partner collaboration
- Manage Complex Enterprise Sales Cycles
- Own sales opportunities from initial outreach through contract signature, with support from senior sales leaders and cross-functional teams where needed
- Engage with stakeholders across Business, IT, Product, Marketing, Procurement, Security, and Legal throughout the buying process
- Consultative Selling
- Understand customer business objectives and challenges through thoughtful discovery.
- Deliver compelling product presentations and demos that clearly communicate the value of Kaltura's AI-powered video and digital engagement solutions
- Develop business cases that align Kaltura's solutions with customer priorities and desired outcomes
- Pipeline & Forecast Management
- Build and maintain a healthy, real and predictable pipeline using CRM best practices and structured sales methodologies
- Accurately forecast opportunities while consistently working toward quarterly and annual sales targets
- Cross-Functional Collaboration
- Partner with Solutions Engineers, Customer Success, Marketing, Product, and Sales Leadership to deliver an exceptional customer experience
- Share customer insights and market feedback to help shape go-to-market strategies and product innovation
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Who You Are
- Enterprise Sales Experience
- 2–5 years of experience in B2B sales, with at least 1–3 years selling SaaS, cloud, AI, or other enterprise software solutions
- Experience prospecting, managing, and closing new business opportunities within mid-market or enterprise accounts
- Proven Closer: A documented history of consistently hitting quotas and closing six-figure+ ($100K+) enterprise deals
The perks:
- Hybrid, flexible work environment
- 25 days of leave annually
- Pension scheme
- Group life insurance + Vitality Health Insurance
- Mental health program
- Personal and professional development programs
- Occasional Cross company long weekends
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