Account Executive, Commercial Sales

This is us 

Kaltura’s (NYSE:KLTR) mission is to power any video experience for any organization – live, on-demand, or real-time. We not only want to make using video simpler, but we also want to better people’s lives through video. Founded in 2006, Kaltura is now a global leader in the video market with millions of people using our products daily to teach, learn, watch, connect, and collaborate. Among our customers, you’ll find more than 1000 global, well-known organizations.    

15+ years since starting the company, we continue to foster a diverse and collaborative work environment where everyone gets a say. Our team is currently 850+ people, and we’re still growing. We have offices in New York, London, Singapore, and Tel Aviv, but our technology is all in the cloud. 

Kaltura has a fast-paced environment where initiative is always encouraged. Together with our hybrid work model and flexible state of mind, you get the right conditions for creative juices to flow freely. Thanks to our long line of products, cultivation of rich collaborative culture and care for each Kalturian, you’ll never run out of room to grow and evolve.   

Kaltura provides a full Benefit package including health / dental / vision benefits, FSA plans, PTO and a 401K plan with a company match. We additionally reimbuese the monthly service for your cell phone and home internet. We offer a flexible and casual environment. Kaltura is an Equal Employment Opportunity Employer. Kaltura is a participant of E-verify.

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. 

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

$60,000-$90,000

The role 

• Go-to-market: Become an expert by selling into specific buyer personas in the Mid-Market space using social selling, video, phone, email and conference networking 
• Sales motion: Own customer engagements end-to-end, from outbound prospecting and qualification to close, focusing on discovering customers desired outcome and offering solutions to achieve it
• Pipeline generation: Execute strategic account-based outbound prospecting, accounting for 50% of your conversions 
• Ideal Customer Profile: Prospect into high value targets within the Mid-Market revenue and FTE segment
• Inbound component: 50% of conversions expected from inbound demand

Requirements

• Proven ability to prospect and generate sales opportunities
• Proven track record of consistent quota attainment
• Experience in the SMB and/or Mid-market, sales cycles ≤45 days 
• Experience with high volume, personalized cadence management 
• Comfortable in a rapidly changing, high growth tech environment 
• Your mindset is that your role is your business 
• Excellent interpersonal and empathetic negotiation skills 
• Experience in fast-paced, transactional sales, deal size $30-$60k ARR 
• Coachable team player with a growth mindset and high emotional intelligence  
• SFDC and Outreach experience 
• Experience with prospecting tools like Zoominfo, LinkedIn Navigator, etc