Director, Technology Sales, NA
About The Position
The Director, Technology Sales, NA owns revenue for a defined set of North America technology accounts, including landing new logos and growing existing customers. The role leads a team covering strategic and enterprise accounts and sells Kaltura’s platform—including enterprise video, virtual events and webinars, content intelligence, Agentic Avatars, and Genie AI agents—to marketing, sales enablement, and learning teams at large technology companies. The Director builds the North America technology sales motion and revenue strategy with team leadership, develops a pipeline engine, and drives new-logo acquisition as well as expansion through cross-selling, renewals, and executive relationships. The role partners with Marketing, Solutions Engineering, Product, Customer Success, and Partners, and brings customer and market feedback to Product and leadership. It reports to the SVP of North America Tech. The position is remote in North America and includes travel of up to approximately 33%.
Requirements
- 10+ years of enterprise SaaS sales experience, with a track record of closing six- and seven-figure deals.
- 5+ years leading or coaching quota-carrying sellers as a manager or player-coach.
- Proven results in new-logo acquisition and growth of existing accounts.
- Experience building a sales motion, territory, or team from an early stage, rather than only running an established one.
- Proven pipeline-building ability personally and through a team, including outbound and account-based prospecting.
- Experience selling to marketing, sales enablement, or learning leaders in large companies.
- Strong forecasting and pipeline management habits, with Salesforce fluency.
- Ability to lead executive conversations and negotiate complex contracts.
- BA/BS preferred, or equivalent work experience.
Nice To Haves
- Background in enterprise video, virtual events, martech, or conversational AI platforms.
- Experience selling and supporting deployment of AI solutions.
- Experience selling into Fortune 100 and large enterprise technology companies.
- Experience with account-based selling and structured methods such as MEDDPICC.
- Experience in a post-acquisition or multi-product sales environment.
Responsibilities
- Lead, coach, and develop a team of Account Executives.
- Build the North America Tech revenue strategy alongside team leadership and take direct responsibility for revenue growth from new and existing customers.
- Work closely with Marketing, Solutions Engineering, Product, Customer Success, and Partners.
- Bring customer and market feedback to Product and company leadership.
- Engage executive sponsors on both sides of the largest accounts.
- Design and launch the North America Tech sales motion, including target accounts, sales plays, and collaboration with Marketing, SDRs, Partners, and Customer Success.
- Build pipeline through rep self-sourcing, target-account coverage, and weekly inspection.
- Grow new-logo revenue, leading with Agentic Revenue Engagement and Agentic Learning & Enablement to open executive relationships at new enterprise technology accounts.
- Expand existing customers through cross-selling, renewals, and executive relationships to increase platform adoption.
Benefits
- Zero employee-premium health plan, effective from day one.
- Dental and vision benefits.
- FSA.
- 401(k) with company match.
- Mobile plan and home internet reimbursement.
- Personal and professional development programs.
- Occasional cross-company long weekends.
- Variable compensation and equity eligibility.
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What This Job Offers
Job Type
Full-time
Career Level
Director
