AI Business Development Director - Education in London

Kaltura's (NYSE:KLTR) mission is to power any video experience for any organization – live, on‐demand, or real‐time. 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.

As a Senior Business Development Leader at Kaltura, you will be responsible for driving revenue expansion and strategically growing the Education vertical. This high‐impact position focuses on securing new enterprise clients, expanding existing strategic accounts, and influencing the transformation of customer operations through AI and agentic workflow solutions within your designated industry.

Your responsibilities will include:

• Driving top‐line revenue growth for your vertical by acquiring new clients and expanding into new buying centers with Kaltura's AI and agentic product portfolio.
• Continuously monitoring and analysing critical KPIs, such as pipeline coverage, annual contract value (ACV) growth, sales cycle duration, and win rates, to optimise the effectiveness of GTM execution.
• Leading strategic deal cycles in collaboration with regional sales teams, managing the process from discovery and solution design to negotiation and closure, particularly in complex, multi‐stakeholder enterprise environments.
• Developing and implementing a vertical‐specific AI GTM plan to accelerate pipeline generation, improve win rates, and establish scalable sales playbooks for replicable success on a global scale.
• Identifying new opportunities within your vertical by leveraging competitive intelligence, market signals, and insights into emerging AI and automation trends.
• Collaborating with Marketing to create compelling vertical‐specific narratives, campaigns, and thought leadership materials, positioning Kaltura as the preferred AI video and workflow partner within your industry.
• Serving as a thought leader for AI and agentic transformation within your vertical by participating in conferences, joining executive roundtables, and helping to elevate Kaltura's brand presence.
• Expanding account penetration across use cases and departments such as Sales & Marketing, Corporate Communications, Service Desks, Learning & Development, Human Resources, Customer Experience, and Entertainment/Monetization.
• Building and deepening relationships with senior executives at key accounts, serving as a trusted advisor on AI adoption and agentic workflow transformation.
• Representing your vertical in quarterly business reviews (QBRs), leadership meetings, and cross‐functional planning sessions.
• Working closely with Product, Engineering, and Professional Services to help shape AI‐driven solutions, influence product roadmap prioritisation, and ensure the successful delivery of offerings to customers.

Experience:

• A minimum of 10 years' enterprise experience in SaaS sales (preferably with AI products/capabilities), strategy consulting, business development, or strategic partnerships.
• Demonstrated success in selling to global enterprises, with a proven track record of closing large, complex SaaS deals (exceeding $1M ARR) and consistently surpassing sales quotas.
• Required: deep domain expertise in the Education industry.

Skills & Attributes:

• Possesses a hyper‐growth mindset, strong execution velocity, and a bias for action.
• Demonstrates executive presence and can influence senior‐level stakeholders across both business and technical domains.
• Operates in a data‐driven manner, with robust skills in forecasting, planning, and pipeline management.
• Highly collaborative, adept at navigating matrixed organizations and achieving cross‐functional alignment.
• Strong technical aptitude, particularly in AI, automation, and agentic systems, and comfortable engaging directly with Product and Engineering teams.

Education:

• Bachelor's degree required.
• MBA preferred.

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.

An Equal Employment Opportunity Employer and an E‐Verify participant.

Base Salary: (dependant on location and experience) $120,000 - $180,000.