Enterprise Account Manager

Kaltura • Remote, NY

4d • Hybrid

About The Position

Kaltura is seeking a strategic, AI-savvy Senior Enterprise Account Manager who thrives at the intersection of customer success, commercial ownership, and growth strategy. In this role, you will act as a trusted advisor and business owner of your accounts, responsible for driving retention, renewals, and expansion across a portfolio of enterprise customers. You will leverage deep product expertise, customer insights, and emerging AI capabilities to unlock new value and growth opportunities. This role is ideal for someone who is passionate about building long-term partnerships, identifying white space, and translating innovation (AI, video, digital experiences) into measurable business outcomes. You will focus on expanding existing relationships—including in emerging markets—while ensuring customers continuously realize value from Kaltura’s platform.

Requirements

• 5–8+ years in Enterprise Account Management and/or Customer Success with commercial ownership in SaaS, Cloud, or AI
• Proven track record of achieving retention and expansion targets
• Experience managing complex enterprise accounts and multi-stakeholder environments
• Strong experience with pipeline management, forecasting, and sales processes
• Demonstrated ability to identify and close expansion opportunities within accounts
• Strong business acumen—able to connect product capabilities to customer outcomes
• Skilled in value-based selling and negotiation
• Strong understanding of or curiosity about AI technologies (GenAI, automation, digital experiences)
• Ability to translate complex technical solutions into business value narratives
• Exceptional communication and presentation skills
• Ability to influence C-level stakeholders and senior decision-makers
• Experience working with or selling into emerging markets is a strong advantage
• Comfortable navigating global account structures and cultural nuances
• Strategic thinker with a growth mindset
• Highly collaborative, proactive, and customer-obsessed
• Data-driven and analytical in decision-making
• BA/BS or equivalent experience

Nice To Haves

• Experience managing 10+ enterprise accounts preferred
• Willingness to travel (~30%) as required
• Experience in AI-driven SaaS solutions strongly preferred

Responsibilities

• Own full commercial responsibility for a portfolio of enterprise accounts, including renewals, retention, and expansion revenue
• Consistently achieve or exceed net revenue retention (NRR) and growth quotas
• Build and execute account plans that identify expansion pathways across business units, geographies, and use cases
• Identify and develop new opportunities within existing customers, including upsell and cross-sell of AI-powered solutions
• Spot emerging market opportunities within global accounts and tailor go-to-market approaches accordingly
• Partner with customers to align Kaltura solutions with their digital, AI, and video strategies
• Build strong relationships with senior stakeholders (VP/C-level) across product, marketing, L&D, and IT
• Lead Executive Business Reviews (EBRs) focused on value realization, growth opportunities, and roadmap alignment
• Provide strategic guidance on leveraging AI, automation, and video to drive business outcomes
• Ensure high levels of product adoption, customer health, and satisfaction
• Analyze customer data, usage trends, and KPIs to identify risks and opportunities
• Partner closely with Customer Success and Solution Engineering to drive successful delivery and outcomes
• Maintain a strong expansion pipeline within your accounts
• Forecast accurately and manage renewal cycles and commercial negotiations
• Navigate complex enterprise environments including procurement, legal, and security
• Stay at the forefront of AI-driven solutions (e.g., generative AI, conversational AI, video automation)
• Translate technical innovations into clear business value for customers
• Educate customers on emerging capabilities and position Kaltura as a strategic innovation partner
• Work closely with Sales, Customer Success, Product, and Engineering
• Influence product roadmap by advocating for customer needs
• Align global and regional teams to drive coordinated account strategies

Benefits

• Zero employee premium health plan, effective from day 1, plus 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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior