Strategic Account Manager

Kaltura • Remote, NY

6d • Hybrid

About The Position

Kaltura is seeking a world-class Senior Enterprise Account Manager to join their US Tech sales organization. This role focuses on partnering with and growing existing Tech and High-Tech accounts. The ideal candidate will have a proven track record of selling complex SaaS/AI solutions to sophisticated technical and business buyers. They should excel at identifying new opportunities, navigating multi-stakeholder enterprise deals, and translating cutting-edge technology into high-impact business value for major tech companies.

Requirements

• 5–8 years of proven track record as an Enterprise Account Executive (Hunter) within the SaaS, Cloud, or AI ecosystem.
• Deep experience selling directly into the Tech/High-Tech vertical in US. You know how tech companies think, how they buy, and how to speak their language.
• Must possess an active, strong, and verifiable network and book of business within Tier-1/Tier-2 Tech and SaaS companies across EMEA, enabling immediate pipeline generation.
• A documented history of consistently hitting quotas and closing six-figure+ ($100K+) enterprise deals.
• Strong technical aptitude with the ability to easily grasp and enthusiastically pitch complex innovations like Conversational AI, Live Avatars, and automated workflows.
• Exceptional presentation and negotiation skills, with the charisma and credibility to influence C-level and VP-level decision-makers.
• Adept at navigating complex corporate environments, security compliance hurdles (GDPR/Data Privacy), and legal/procurement cycles.

Responsibilities

• Drive NET New Business (Hunting): Own and execute the sales playbook for the US Tech sector, proactively identifying, prospecting, and closing new business in existing Enterprise accounts
• Complex Deal Management: Manage end-to-end, high-touch sales cycles ($100K–$1M+) with multi-stakeholder tech organizations—engaging smoothly with VPs of Product, CMOs, CTOs, Procurement, and strict Legal/Security teams.
• Value-Based Selling: Conduct deep discovery and deliver compelling, high-level product demonstrations that articulate the value of Kaltura’s Agentic AI, real-time video generation, and personalized digital journeys.
• Pipeline Management: Build and maintain a healthy, consistent, and predictable sales pipeline, leveraging data and sales methodologies to meet and exceed quarterly and annual revenue targets.
• Cross-Functional Collaboration: Partner closely with the regional GM, Solutions Engineers, and global Product teams to tailor our next-gen AI capabilities to the unique, fast-paced needs of the tech sector.

Benefits

• Hybrid, flexible work environment
• 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
• Education Level: No Education Listed