Senior Solutions Engineer

Kaltura • Remote, NY

1d • $120,000 - $150,000 • Hybrid

About The Position

This is a senior presales and solutions engineering role focused on AI-powered solutions. The Senior Solutions Engineer partners with Sales Representatives and Customer Success Managers to win new deals and upsells by answering RFPs, running proofs of concept, writing requirements specifications, delivering value-proposition demos, and leading customer discovery. The role helps customers explore and adopt Kaltura’s AI capabilities, including AI assistants, avatars and agents, captioning, translation, and content creation. It also serves as a technical bridge between customers, the business, and Product/R&D, while sharing technical knowledge with customers and colleagues.

The position involves demonstrating Kaltura products and tailoring their value propositions to different use cases; leading presales, discovery, and solution-design sessions; documenting integration requirements and architectures; and training and supporting customers. The engineer also contributes to RFI, RFP, and security-document responses, including topics such as AI governance, data flows, customer-content use for model training, AI providers, GDPR, and the EU AI Act. The role runs AI proofs of concept and pilots against agreed success criteria and builds custom demos using AI tools and Kaltura APIs. Travel is approximately 25% within the region and to industry conferences and events.

Kaltura describes its environment as diverse, collaborative, fast-paced, and hybrid, with initiative encouraged and opportunities to grow and develop. The company has offices in New York, London, Singapore, and Tel Aviv, and its technology operates in the cloud.

Requirements

• Excellent written and verbal communication skills and strong customer-facing interpersonal skills.
• Natural sales ability and enthusiasm for presenting and delivering compelling value-proposition demonstrations.
• Strong understanding of solution selling and presales, including discovery and requirements-specification gathering.
• Broad and deep technical knowledge and ability to quickly master new technologies.
• Working knowledge of LLMs, RAG, prompt design, AI agents, and responsible AI, with hands-on experience using AI tools.
• Bachelor’s degree in Computer Science or another engineering discipline, or a proven technical background.
• At least five years of presales or similar experience in solutions selling or consulting.
• High degree of initiative and an entrepreneurial mindset, with the ability to self-organize and thrive in a flexible, fast-paced environment.
• Willingness to travel approximately 25% within the region and to industry conferences and events.

Nice To Haves

• Knowledge of the education industry, including familiarity with key stakeholders in educational institutions and how they use technology.
• Familiarity with major learning management systems such as Moodle, Canvas, and Blackboard.
• Understanding of pedagogy and how knowledge and interactions take place in educational contexts.

Responsibilities

• Partner with Sales Representatives and Customer Success Managers to win new deals and upsells.
• Act as a trusted advisor to clients and bridge the gap between the business and Product/R&D.
• Demonstrate Kaltura products and explain their value propositions for different use cases.
• Present to customer audiences, often on-site with partner salespeople, to help close high-stakes deals.
• Lead technical presales, customer discovery, and solution-design sessions, and communicate high-level design plans to the Kaltura team.
• Create requirements specifications and solution architecture documents for integrations with customers’ third-party applications.
• Train and support clients in setting up and using Kaltura products.
• Assist with responses to RFIs, RFPs, and security documents, including questions about AI governance, data flows, use of customer content for model training, AI providers, GDPR, and the EU AI Act.
• Run proofs of concept and AI pilots against agreed success criteria, such as accuracy, adoption, and time saved.
• Build custom demonstrations using AI tools and Kaltura APIs.
• Teach and share technical knowledge with customers, sales colleagues, and other solutions engineers.
• Travel approximately 25% within the region and to industry conferences and events.

Benefits

• Hybrid, flexible work environment.
• Zero-premium employee health plan, effective from day one.
• Dental and vision benefits.
• Flexible Spending Account (FSA).
• 401(k) 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