At a Glance
- Tasks: Build strong relationships with enterprise customers and drive their success with Kaltura's AI-powered platform.
- Company: Join Kaltura, a global leader in video technology, fostering a diverse and collaborative culture.
- Benefits: Enjoy a hybrid work environment, 25 days leave, health insurance, and personal development opportunities.
- Other info: Dynamic role with room for growth and a focus on innovation in the video tech space.
- Why this job: Make a real impact by helping organisations transform their communication and collaboration through video.
- Qualifications: 3+ years in Customer Success or Account Management, with experience managing enterprise accounts.
The predicted salary is between 50000 - 65000 £ per year.
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.
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
The role We are looking for a proactive and commercially-minded Customer Success Manager (CSM) to partner with Kaltura’s enterprise customers across the United Kingdom and Europe, and ensure they achieve lasting, measurable success with our platform. Kaltura is a global leader in AI-enabled video technology, transforming how organisations communicate, train, collaborate, and scale knowledge. In this role, you will own a portfolio of enterprise customers and be accountable not only for their success, but also, in collaboration with an Account Executive, for driving expansion, revenue growth, and strategic account penetration. You will work closely with senior business stakeholders, IT leaders, and transformation teams to help them adopt, scale, and embed AI-driven video workflows across their organisations. This position reports to the Director of Customer Success (Enterprise) for EMEA & APAC.
Key Responsibilities
- Strategic Customer Partnership & Value Realisation: Build strong, multi-level relationships with enterprise stakeholders, becoming a trusted strategic advisor. Deeply understand customer goals and align them to the value of Kaltura’s AI-powered platform, from video creation and management to analytics and automation. Lead structured engagements such as value reviews, executive business reviews, health checks, and strategic planning sessions. Define customer success plans tied to KPIs, ROI outcomes, and measurable business objectives.
- Revenue Growth, Expansion & Commercial Ownership: Own and execute renewals, driving high retention while uncovering upsell and cross-sell opportunities. Build and manage a robust expansion pipeline: identifying whitespace, validating opportunities, and leading commercial conversations. Partner with Sales (or independently lead) to negotiate, structure, and close expansion deals, ensuring alignment with customer value and revenue targets. Use adoption insights, stakeholder mapping, and account planning to accelerate enterprise-wide growth across business units, markets, and use cases. Track and manage commercial performance through forecasting, pipeline hygiene, and revenue reporting.
- Customer Health, Adoption & Risk Mitigation: Proactively monitor customer usage of video, AI, and collaboration workflows to identify adoption gaps and opportunities for value expansion. Develop and execute risk mitigation plans to prevent churn, engaging internal teams when needed to resolve blockers quickly. Lead escalations with urgency and professionalism, ensuring swift resolution and positive customer outcomes.
- Cross-Functional Leadership & Customer Advocacy: Act as the central point of coordination between customers and internal teams including Sales, Product, Professional Services, Support, and Finance. Translate customer insights, market trends, and AI-related needs into structured feedback for Product and leadership teams. Champion customer outcomes internally, ensuring their voice shapes product evolution, roadmaps, and service delivery.
Requirements
- 3+ years’ experience in Enterprise Customer Success, Account Management, or a hybrid CS/sales role in a SaaS business.
- Proven experience managing enterprise accounts, with strong ownership of renewals, retention, and revenue growth.
- Demonstrated success leading expansion cycles and negotiating commercial contracts.
- Experience managing a book of business of $1M+ ARR and handling 15+ enterprise accounts concurrently.
- Strong sales discipline: pipeline management, forecasting accuracy, commercial negotiation, and value-based selling.
- Ability to travel across Europe 10–15%.
- Comfortable with Salesforce, CS platforms, Excel, PowerPoint, and account planning tools.
Highly Desirable
- Experience with video platforms, collaboration tools, or AI-driven SaaS products.
- Knowledge of enterprise procurement cycles and stakeholder landscapes.
- Passion for the role of AI in digital transformation, employee enablement, and organisational learning.
- Experience working with enterprises on digital transformation initiatives.
Perks
- Hybrid, flexible work environment
- 25 days of leave annually
- Pension scheme
- Group life insurance + Vitality Health Insurance
- Mental health program
- Personal and professional development programs
- Occasional Cross company long weekends
Account Manager employer: Kaltura
Kaltura is an exceptional employer that fosters a diverse and collaborative work environment, encouraging creativity and initiative among its team members. With a hybrid work model and a strong focus on personal and professional development, employees have ample opportunities to grow within the company while enjoying a flexible work-life balance. Located in the heart of the UK and Europe, Kaltura offers a unique chance to be part of a global leader in AI-enabled video technology, making a meaningful impact on how organizations communicate and collaborate.
StudySmarter Expert Advice🤫
We think this is how you could land Account Manager
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, webinars, or even local meetups. The more you engage, the better your chances of landing that Account Manager role at Kaltura.
✨Tip Number 2
Show off your skills! Prepare a portfolio or case studies that highlight your success in managing enterprise accounts. When you get the chance to chat with potential employers, let them see how you can drive revenue growth and customer success.
✨Tip Number 3
Be proactive! If you find a company you love, don’t wait for a job posting. Reach out directly and express your interest in working with them. Tailor your message to show how you can help them achieve their goals with your experience in customer success.
✨Tip Number 4
Utilise our website! We’ve got loads of resources and tips to help you ace your job search. Plus, applying through our site gives you a better shot at getting noticed by hiring managers. So, what are you waiting for? Dive in!
We think you need these skills to ace Account Manager
Some tips for your application 🫡
Show Your Passion for Video:When writing your application, let your enthusiasm for video technology shine through! Mention any relevant experiences or projects that highlight your love for video and how it can transform communication and collaboration.
Tailor Your Application:Make sure to customise your application to reflect the specific requirements of the Account Manager role. Use keywords from the job description and demonstrate how your skills align with Kaltura’s mission and values.
Highlight Your Customer Success Experience:Since this role is all about building strong relationships with enterprise customers, share examples of how you've successfully managed accounts in the past. Focus on your achievements in driving retention and revenue growth.
Apply Through Our Website:We encourage you to apply directly through our website for a smoother process. It’s the best way for us to receive your application and get to know you better. Don’t miss out on the chance to join our amazing team!
How to prepare for a job interview at Kaltura
✨Know Your Stuff
Before the interview, dive deep into Kaltura’s products and services. Understand how their AI-powered video platform works and think about how it can benefit enterprise customers. This knowledge will help you speak confidently about how you can contribute to customer success.
✨Showcase Your Relationship Skills
As an Account Manager, building strong relationships is key. Prepare examples of how you've successfully partnered with clients in the past. Highlight your ability to understand their goals and align them with business outcomes, as this will resonate well with the interviewers.
✨Be Ready for Scenario Questions
Expect questions that ask how you would handle specific situations, like managing a difficult client or driving expansion in a challenging account. Use the STAR method (Situation, Task, Action, Result) to structure your answers and demonstrate your problem-solving skills.
✨Emphasise Your Commercial Acumen
Kaltura is looking for someone who can drive revenue growth. Be prepared to discuss your experience with renewals, upselling, and cross-selling. Share metrics or achievements that showcase your success in managing enterprise accounts and achieving commercial targets.
