This is us
Kaltura (NYSE: KLTR) is a global software company on a mission to transform digital experiences from one-way interactions into intelligent, personalized conversations that move people forward.
Founded in 2006, we started by making video more accessible to organizations around the world. Today, we're taking that foundation much further, combining conversational AI, rich media, enterprise knowledge, and data to build a new generation of intelligent digital experiences.
Our technology helps organizations turn their content and knowledge into interactive, AI-powered experiences that can guide customers, train employees, support learners, and engage audiences in real time. From AI agents and personalized learning experiences to digital events, content hubs, and media platforms, we're changing how people interact with technology, and what technology can do for them.
More than 1,000 organizations worldwide rely on Kaltura, reaching over 100 million users at home, at work, and at school.
And the people behind it? We're a global team of 600+ employees, with offices in New York, London, Singapore, and Tel Aviv, united by a culture of openness, flexibility, and collaboration. Kaltura is a fast-paced environment where ideas are welcome, initiative is encouraged, and there's always something new to build, challenge, or improve. We believe in giving people the freedom to make an impact, the flexibility to balance work and life, and the opportunity to grow as we continue to 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. If this sounds like a place where you'd be excited to learn, contribute, and make an impact, we'd love to hear from you.
RequirementsAbout the Role
We are looking for a world-class Senior Enterprise Account Executive (Hunter) to join our NA Tech sales organization. In this role, you will be solely focused on penetrating the Tech and High-Tech sector across (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.
Key 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.
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 NA. 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 NA, 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
The annual base salary range provided for this position is a nationwide market range and represents a broad range of salaries for this role across the country. The actual salary for this position will be determined by a number of factors, including the scope, complexity and location of the role; the skills and experience of the candidate; and other conditions of employment.
Salary Range: $120,000 – $ 145,000 USD
Skills Required
- 5–8 years of experience as an Enterprise Account Executive hunter
- Proven sales experience within the SaaS, Cloud, or AI ecosystem
- Deep experience selling directly into the North American technology or high-tech sector
- Active, strong, and verifiable network and book of business within Tier-1 or Tier-2 technology and SaaS companies across North America
- Consistent quota attainment and documented success closing enterprise deals of $100,000 or more
- Strong technical aptitude and ability to sell complex AI and technology solutions
- Exceptional presentation, negotiation, and executive influence skills
- Experience navigating enterprise security compliance, GDPR, data privacy, legal, and procurement processes
What We Do
Kaltura’s mission is to power any video experience for any organization. Kaltura is the leading video cloud, powering the broadest range of video experiences. Kaltura’s products are used by thousands of global enterprises, media companies, service providers and educational institutions, engaging hundreds of millions of viewers at home, at work, and at school. More than 15 years after starting this company, we continue to foster a diverse and collaborative work environment where everyone gets a say. Together with our hybrid work model and flexible state of mind, you get the right conditions for creative juices to flow freely. What's more, even with almost 1000 professionals around the world, our DNA has remained intact. Each new person who joins this company is just like the original Kalturians: smart, empathetic, daring, and intrapreneurial at heart.
Why Work With Us
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. In fact, we prize internal mobility and personal growth. No matter what, we’ll encourage you to follow your gut feelings, learn new things, and take full ownership of your ideas.
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