Full-time Sales Director, Kaltura

01This is us

Kaltura (NYSE: KLTR) is a global software company on a mission to transform digital experiences from one-way interactions into intelligent, personalized conversations that move people forward.

Founded in 2006, we started by making video more accessible to organizations around the world. Today, we're taking that foundation much further, combining conversational AI, rich media, enterprise knowledge, and data to build a new generation of intelligent digital experiences.

Our technology helps organizations turn their content and knowledge into interactive, AI-powered experiences that can guide customers, train employees, support learners, and engage audiences in real time. From AI agents and personalized learning experiences to digital events, content hubs, and media platforms, we're changing how people interact with technology, and what technology can do for them.

More than 1,000 organizations worldwide rely on Kaltura, reaching over 100 million users at home, at work, and at school.

And the people behind it? We're a global team of 600+ employees, with offices in New York, London, Singapore, and Tel Aviv, united by a culture of openness, flexibility, and collaboration. Kaltura is a fast-paced environment where ideas are welcome, initiative is encouraged, and there's always something new to build, challenge, or improve. We believe in giving people the freedom to make an impact, the flexibility to balance work and life, and the opportunity to grow as we continue to evolve.

If you don't meet 100% of the requirements below, that's okay. Nobody's perfect! We believe in hiring people, not just a list of skills. If this sounds like a place where you'd be excited to learn, contribute, and make an impact, we'd love to hear from you.

02Requirements

About the Role

We are looking for a world-class Senior Enterprise Account Executive (Hunter) to join our NA Tech sales organization. In this role, you will be solely focused on penetrating the Tech and High-Tech sector across (including leading SaaS companies, global tech corporations, and ISVs).

We need a sales heavyweight with a proven track record of selling complex SaaS/AI solutions to sophisticated technical and business buyers. You are someone who thrives on identifying new opportunities, navigating multi-stakeholder enterprise deals, and converting cutting-edge technology (like Live Avatars, Real-Time Video, and Generative UI) into clear, high-impact Business Value for tech giants.

03Key Responsibilities

Drive New Business (Hunting): Own and execute the sales playbook for the Tech sector, proactively identifying, prospecting, and closing new Enterprise business.

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.

04Who You Are (Requirements)

Enterprise SaaS Sales Expert: 5–8 years of proven track record as an Enterprise Account Executive (Hunter) within the SaaS, Cloud, or AI ecosystem.

Tech Sector DNA & Network: Deep experience selling directly into the Tech/High-Tech vertical in NA. You know how tech companies think, how they buy, and how to speak their language.

Established Book of Business: Must possess an active, strong, and verifiable network and book of business within Tier-1/Tier-2 Tech and SaaS companies across NA, enabling immediate pipeline generation.

Proven Closer: A documented history of consistently hitting quotas and closing six-figure+ ($100K+) enterprise deals.

Tech-Savvy & AI Enthusiast: Strong technical aptitude with the ability to easily grasp and enthusiastically pitch complex innovations like Conversational AI, Live Avatars, and automated workflows.

Executive Presence: Exceptional presentation and negotiation skills, with the charisma and credibility to influence C-level and VP-level decision-makers.

Enterprise-Grade Execution: Adept at navigating complex corporate environments, security compliance hurdles (GDPR/Data Privacy), and legal/procurement cycles.

The perks:

05Hybrid, 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
• An Equal Employment Opportunity Employer and an E-Verify participant

The annual base salary range provided for this position is a nationwide market range and represents a broad range of salaries for this role across the country. The actual salary for this position will be determined by a number of factors, including the scope, complexity and location of the role; the skills and experience of the candidate; and other conditions of employment.