Enterprise Account Executive, Kaltura
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
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; selling to marketing, internal communication and L&D preferred
- 5-10 years experience in closing new logos within f500/100 organizations, with average deal size of $250k - $750K ARR. A true hunter mentality who strives to secure big deals
- 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, legal, 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 must
- This is not a managerial position
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 in the EMEA region
- Main focus on closing new logos. Being the deal owner starting from Identifying, prospecting to securing new F500/F100 large enterprise clients across key verticals
- Develop and executive strategic account plans to meet and exceed sales quotas
- Manage, drive and lead the entire sales cycle, from contact to contract
- Conduct scoping calls, deliver tailored product demonstrations and position the value of Kaltura SaaS video solutions
- Build strong relationship with C-suite executives, decision-makers and influencers within target accounts
- Maintain and be accountable to contiuosly update sales pipline using Salesforce
- 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 marketing events and onsite visits
- Collaborate closely with the SDR and CSM’s teams to strategically prospect new logos
- 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
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
$54.3m
SERIES F
Feb 2014
$47m
SERIES E
Total funding: $169.4m
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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