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