Kaltura
Senior Enterprise Account Executive - EMEA Tech
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This is us
Kaltura is a NASDAQ-listed public company (KLTR) that has redefined and led the world of enterprise video solutions for over two decades. Today, we are pioneering the next massive technological leap: the transition from passive video platforms to Agentic Digital Experiences.
Through a series of strategic acquisitions (including eSelf.ai and PathFactory), we have embedded Multimodal Conversational AI, Photo-realistic Live Avatars, and Content Intelligence directly into the DNA of our platform. We break the traditional organizational monologue, turning static digital content into smart, real-time, interactive dialogues that drive business outcomes. Kaltura is the digital backbone for thousands of global Tier-1 Enterprises, including Bank of America, Nvidia, Salesforce, AWS, Adobe, Disney, and Airbnb.
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About the Role
We are looking for a world-class Senior Enterprise Account Executive (Hunter) to join our EMEA Tech sales organization. In this role, you will be solely focused on penetrating the Tech and High-Tech sector across EMEA (including leading SaaS companies, global tech corporations, and ISVs).
We need a sales heavyweight 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.
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Key Responsibilities
- Drive New Business (Hunting): Own and execute the sales playbook for the EMEA 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.
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 EMEA. 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.
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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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