Enterprise Account Executive, Healthcare
About The Position
Kaltura is seeking an Enterprise Account Executive for its Healthcare division in North America. This role involves owning and growing a territory focused on large enterprise organizations. The primary responsibilities include acquiring new customers, expanding existing strategic accounts, and managing complex sales cycles from initial contact through negotiation and closing. The role requires developing relationships within large, complex organizations, aligning Kaltura's AI and SaaS solutions with business priorities, and collaborating with internal teams to ensure long-term customer value and sustainable revenue growth. Kaltura fosters a diverse, collaborative, and fast-paced environment with a hybrid work model, encouraging initiative and providing ample opportunities for growth.
Requirements
- 5–8+ years of enterprise sales experience, with proven success selling AI and/or SaaS solutions to large, complex organizations.
- A strong track record of building pipeline, winning new enterprise customers, expanding strategic accounts, and achieving revenue goals.
- Experience navigating long, multi-stakeholder enterprise sales cycles, including executive engagement, security, procurement, and commercial negotiations.
- Strong discovery, value-based selling, executive communication, negotiation, and strategic account planning capabilities.
- A disciplined, data-informed approach to pipeline and forecasting, with proficiency in tools such as Salesforce, Gong, LinkedIn Sales Navigator, and AI tools.
Nice To Haves
- Experience selling into large healthcare organizations or healthcare-related enterprises in North America.
- Understanding of healthcare enterprise priorities, buying processes, and complex stakeholder environments.
- Experience working in a high-growth technology or AI business.
Responsibilities
- Own and execute the sales strategy for a portfolio of large enterprise accounts across North America, driving new-logo acquisition and strategic account growth.
- Build a high-quality pipeline through targeted prospecting, account planning, and engagement with multiple stakeholders across complex organizations.
- Lead consultative enterprise sales cycles from discovery and business case development through security reviews, procurement, negotiation, and close.
- Build trusted relationships with senior decision-makers and stakeholders across Marketing, IT, L&D, Security, Procurement, and other relevant functions.
- Develop strategic account plans to identify expansion opportunities, increase adoption, and drive meaningful revenue growth.
- Partner closely with Solutions Engineering, Customer Success, Marketing, Sales Leadership, Legal, and Product throughout the sales and customer journey.
- Maintain strong pipeline management and forecasting discipline using Salesforce, Gong, LinkedIn Sales Navigator, and AI-enabled tools.
Benefits
- Hybrid, flexible work environment
- Zero employee premium health plan, effective from day 1
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
