Account Executive - Media and Telco

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 700+ 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.

We are looking for a driven, multilingual Business Development Executive to join our growing commercial team based in our London headquarters. This is an excellent opportunity for an ambitious sales professional who has already demonstrated success in B2B SaaS sales and is ready to accelerate their career in the Telecom, Media & Entertainment sector. You don't need to be a senior salesperson—we're looking for someone with the right mindset, curiosity, resilience, and commercial instinct. We will provide comprehensive training on our technology, products, industry, and sales methodology, giving you everything you need to become a trusted advisor to prospective customers.

Working alongside our VP of Sales, you will identify new business opportunities, engage decision-makers, deliver compelling remote product demonstrations, and support the management of strategic opportunities through longer enterprise sales cycles. You will receive hands‑on coaching and mentoring, gaining exposure to enterprise sales strategies while helping progress complex opportunities from initial engagement through to successful closure. As we work with customers across EMEA and beyond, multilingual communication skills are highly valued and will enable you to build strong relationships with a diverse international customer base.

You will represent an innovative portfolio of SaaS solutions designed for leading Telecom, Media and Entertainment service providers, helping them transform both their customer experience and video offerings. Our solutions include:

• Next-generation Cloud TV platform that enables operators and media companies to deliver exceptional live and on-demand video experiences across every screen.
• An AI-powered Conversational Agent platform that helps telecom operators automate and enhance every stage of the customer journey through intelligent digital interactions.

Together, these solutions enable our customers to improve operational efficiency, create outstanding digital experiences, and accelerate business growth.

Key Responsibilities

• Identify, research and engage new prospects within the Telecom, Media & Entertainment industries across your assigned territories.
• Build relationships with key stakeholders, including C-level executives and business decision-makers.
• Generate new business opportunities through outbound prospecting, networking and targeted account engagement.
• Qualify opportunities using a consultative, solution-selling approach.
• Conduct engaging remote discovery meetings and product demonstrations.
• Clearly articulate the value of our Cloud TV and AI Conversational solutions by tailoring demonstrations to each customer’s business challenges and strategic objectives.
• Generate and maintain a healthy pipeline of qualified opportunities.
• Partner with the VP of Sales to progress complex enterprise opportunities through the sales cycle, from initial engagement to contract signature.
• Collaborate closely with Product Management, Pre-Sales Engineering, Marketing and Customer Success teams to deliver an outstanding customer experience.
• Maintain accurate CRM records, opportunity forecasts and sales activity.
• Represent the company at webinars, industry events and selected trade shows.
• Consistently achieve and exceed individual sales and pipeline targets.

What We're Looking For

• 2–5 years of successful B2B SaaS sales experience.
• A proven track record of generating new business and achieving sales targets.
• Experience selling enterprise software solutions.
• Experience or exposure to the Telecom, Media, Broadcast, Video, AI, Customer Experience or Customer Engagement industries is highly desirable.
• Confidence presenting software solutions through remote demonstrations.
• A consultative, solution-selling mindset with strong business acumen.
• Creative, resourceful and proactive in identifying opportunities.
• Persistent and resilient—you know how to follow up professionally without becoming intrusive.
• Strong communication, presentation and relationship-building skills.
• Highly organised with the ability to manage multiple opportunities simultaneously.
• Comfortable working in a fast-paced, collaborative and international environment.

Languages

• Fluent English is essential.
• Fluency in at least one additional European language is highly desirable.
• While we particularly value Spanish, French, German due to our customer base, we welcome candidates with any additional European or south Asian language.
• Candidates who speak three or more languages will have a distinct advantage.

What We Offer

• Comprehensive onboarding and continuous product training.
• Direct coaching and mentoring from our VP of Sales.
• The opportunity to work with leading Telecom, Media and Entertainment organisations across EMEA and beyond.
• Exposure to cutting-edge Cloud TV and AI technologies that are transforming the telecommunications and media industries.
• A clear career development path towards Territory Sales, Enterprise Account Executive or Strategic Sales roles.
• A collaborative, innovative and international working environment.
• Competitive base salary with an attractive uncapped commission plan and performance incentives.

Who You Are

• You are commercially minded, naturally curious and enjoy opening conversations with new customers.
• You ask insightful questions, listen carefully and focus on understanding business challenges before proposing solutions.
• You are ambitious, eager to learn and motivated by achieving results.
• You are creative in your approach to prospecting, solution-oriented in your thinking, and persistent without being pushy.
• You thrive in a collaborative environment, enjoy working with customers from different cultures, and are excited by the opportunity to help some of the world's leading Telecom and Media companies transform their businesses through innovative Cloud TV and AI solutions.

If you're looking to build a career in enterprise SaaS sales, learn from experienced sales leaders, and be part of a company shaping the future of digital customer engagement and entertainment, we'd love to hear from you.