Enterprise Account Executive, Kaltura
More information about location
Cloud platform powering video, communication, and learning experiences
Open for applications
Cloud platform powering video, communication, and learning experiences
501-1000 employees
Open for applications
More information about location
501-1000 employees
Company mission
To power any video experience, for any organization.
Role
Who you are
- A seasoned self-motivated, independent and highly proactive account executive
- 5-10 years experience in closing new logos within f500/100 organizations, with average deal size of $550k - $1.5mil ARR
- Relevant experience in enterprise sales within technology SaaS companies
- Working with large and complex, multi stakeholder environment, ensuring business and operational goals are met. Building and maintaining C level and executive relationships, serving as the prime focal point
- Experience building go to market strategy, working with C levels and executives – sales/ business consulting, with multiple stakeholders (business, IT)
- Experience building pipelines within multiple accounts
- Demonstrated track record in reaching and exceeding quotas (quotative and qualitative)
- Experience managing pipeline, forecast, and executing sales process
- Team player, flexible and moving towards mutual goals
- Effective communication and presentation skills. Exceptional cross-functional leadership and collaboration skills
- Ability to “zoom” in/out from big picture to the minutiae
- Salesforce.com experience a plus
What the job involves
- A leading role in our high-performing sales team, responsible for bringing new logos and growth of existing accounts for F500/F100 companies
- Main focus on closing new logos as well as, uncovering opportunities to expand (up-sell) Kaltura’s footprint within existing customers across departments
- Develop, build and maintain strong relationships with new stakeholders and clients
- Assure customer’s success with Kaltura’s product and services
- Consult customers to maximize the use of video via a deep understanding of customer’s needs, growth drivers and Kaltura’s products including adding complementing partner solutions
- Communicate frequently with customers via business reviews, health calls and onsite visits
- Negotiate and close new contracts, and contract renewals retaining and growing revenue while assuring on time execution
- Direct responsibility for account planning, business development processes, adoption, as well as for defining and executing specific go-to-market strategies
- Achieve and forecast financial and qualitative goals, by uncovering growth opportunities for Kaltura’s footprint within the customers, from lead thru commercial and contractual negotiations to closure
- Leverage the relationship with customers to identify any churn risks and satisfaction to ensure renewals
- Advocate customer needs/issues cross-departmentally in a matrix role, where you will need to guide and get the support of a diverse team of internal professionals (Marketing, Product Management, Professional Services and Support) which are not directly reporting to you to meet the customer and Kaltura goals
- This is not a managerial position
Salary benchmarks
Our take
The use of video is ever-increasing in popularity. Kaltura is a leading video cloud with a mission to power any video experience for any organization. Its products are used by thousands of global enterprises, media companies, service providers, and educational institutions, with hundreds of millions of viewers at home, at work, and at school.
One of Kaltura's strengths was its patient, long-term approach to growth, not having rushed into going public despite it being rumoured. When the company did go public on Nasdaq in 2021, it offered one of the largest IPOs in the video technology sector of that year.
Since undergoing a reorganization plan focused on realigning its operations, Kaltura is further increasing efficiency and productivity. It also continues to roll out new features for its platform, winning multiple awards from the likes of Eventex in the process. Kaltura is, of course, reliant on the world continuing to embrace video to support its ambitious growth plans for the future.
Steph
Company Specialist at Welcome to the Jungle
Insights
-10% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Aug 2016
$58m
SERIES F
Feb 2014
$47m
SERIES E
Total funding: $173.1m
Company benefits
- Hybrid, flexible work environment
- Extended private health (including mental) insurance
- Personal and professional development programs
- Occasional Cross company long weekends
Company HQ
Union Square, New York, NY
Leadership
Rob Yekutiel
(Chairman & CEO)Having studied at the University of Pennsylvania, they founded Destinator Technologies, where they worked for 2 and a half years, and VisualGATE Systems, where they worked as Chairman from 2003-2006. They co-founded Kaltura in September 2006, and have served as Chairman and CEO since.
Michal Tsur
(President)After a Doctoral Degree at New York University, they co-founded Cyota in 1999, serving as VP until its acquisition by RSA in 2005. They then worked for a year as a Yale Visiting Fellow, before co-founding Kaltura in 2006.
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