Strategic Account Manager

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: 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 An Equal Employment Opportunity Employer and an E-Verify participant