Director, Technology Sales, NA

Description

This is us

Kaltura (Nasdaq: KLTR) is the Agentic Digital Experience company. Our platform powers rich, AI-driven experiences for customers, employees, learners, and audiences - from video portals, virtual events, and webinars to real-time conversational Agentic Avatars and Genie AI agents.

Through a series of strategic acquisitions (including eSelf.ai and PathFactory), we have embedded Multimodal Conversational AI, Photo-realistic Live Avatars, and Content Intelligence directly into the DNA of our platform. We break the traditional organizational monologue, turning static digital content into smart, real-time, interactive dialogues that drive business outcomes. Kaltura is the digital backbone for thousands of global Tier-1 Enterprises, including Bank of America, Nvidia, Salesforce, AWS, Adobe, Disney, and Airbnb.

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. We encourage you to apply if you think this is a role that would make you excited about coming to work every day.

Requirements

About the Role

Thrives at the intersection of enterprise selling, team leadership, and go-to-market building.

Energized by building something new - a new motion, a new pipeline engine, and a team that wins together.

As the Director, Technology Sales, you are at the forefront of Kaltura's growth. You own revenue for a defined set of North America technology accounts - landing new logos and growing existing customers. You lead a team across strategic and enterprise accounts, and you sell the full Kaltura platform - enterprise video, virtual events and webinars, content intelligence, Agentic Avatars, and Genie AI agents - into marketing, sales enablement, and learning teams at large technology companies.

Reports to: SVP of North America Tech

Location: [Remote, North America]

Travel: Up to approximately 33%, including customer meetings, executive briefings, and key events

Key Responsibilities

• Lead, coach, and develop a team of Account Executives

• Build North America Tech Revenue Strategy alongside team leadership, with direct responsibility for revenue growth of new and existing logos.

• Work closely with Marketing, Solutions Engineering, Product, Customer Success, and Partners

• Bring customer and market feedback back to Product and leadership

• Engage executive sponsors on both sides for the largest accounts

• Build the go-to-market motion: Design and launch the North America Tech sales motion - target accounts, sales plays, and how the team works with Marketing, SDRs, Partners, and Customer Success.

• Generate pipeline aggressively: Create a pipeline engine where every rep self-sources, every target account is worked, and coverage is inspected weekly.

• Win new logos: Grow new logo revenue from minimal today to at least 25-30% of the total, leading with Agentic Revenue Engagement and Agentic Learning & Enablement to open executive doors at net-new enterprise technology accounts.

• Grow the base: Expand existing customers through cross-sell, renewals, and executive relationships, so every account adopts more of the platform.

Qualifications

Required

• 10+ years of enterprise SaaS sales, with a track record of closing six- and seven-figure deals

• 5+ years leading or coaching quota-carrying sellers, as a manager or player-coach

• Proven results in both new logo acquisition and growing existing accounts

• Track record of building a sales motion, territory, or team from an early stage - not only running an established one

• Proven pipeline builder, personally and through a team, with outbound and account-based prospecting

• Experience selling to marketing, sales enablement, or learning leaders in large companies

• Strong forecasting and pipeline management habits, with Salesforce fluency

• Comfortable leading executive conversations and negotiating complex contracts

• BA/BS preferred, or equivalent work experience

Preferred

• Background in enterprise video, virtual events, martech, or conversational AI platforms

• Experience selling and supporting deployment of AI solutions

• Experience selling into Fortune 100 and large enterprise technology companies

• Experience with account-based selling and structured methods such as MEDDPICC

• Experience in a post-acquisition or multi-product sales environment

Compensation

The annual base salary range for this position is $160,000-$190,000. This is a nationwide market range and represents a broad range of salaries for this role across the country. Actual salary 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. This role is also eligible for variable compensation and equity.

Kaltura is an Equal Employment Opportunity Employer and an E-Verify participant.

The perks:

1. Hybrid, flexible work environment
2. Zero employee premium health plan, effective from day 1, plus dental and vision benefits
3. FSA and 401K with company match
4. Mobile plan and home internet reimbursement
5. Personal and professional development programs
6. Occasional Cross company long weekends
7. An Equal Employment Opportunity Employer and an E-Verify participant