Senior Enterprise Account Executive, Kaltura
EMEA Tech
Cloud platform powering video, communication, and learning experiences
Job no longer available
Cloud platform powering video, communication, and learning experiences
201-500 employees
Job no longer available
201-500 employees
Company mission
To power any video experience, for any organization.
Role
Who you are
- 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
What the job involves
- 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
- 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
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 organisation. 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 went public on Nasdaq in 2021, it offered one of the largest IPOs in the video technology sector that year.
Since undergoing a reorganisation 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
$57.4m
SERIES F
Feb 2014
$47m
SERIES E
Total funding: $172.5m
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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