At a Glance
- Tasks: Drive new business and manage complex sales cycles in the EMEA Tech sector.
- Company: Kaltura, a leading enterprise video solutions provider with a global presence.
- Benefits: Flexible hybrid work, 25 days leave, health insurance, and personal development programs.
- Other info: Exciting opportunities for career growth and collaboration with top-tier tech companies.
- Why this job: Join a pioneering company transforming digital experiences with cutting-edge technology.
- Qualifications: 5-8 years in enterprise SaaS sales with a strong network in the tech sector.
The predicted salary is between 67500 - 82500 £ per year.
Kaltura is a NASDAQ-listed public company (KLTR) that has redefined and led the world of enterprise video solutions for over two decades. Today, we are pioneering the next massive technological leap: the transition from passive video platforms to Agentic Digital Experiences. Through a series of strategic acquisitions (including eSelf.ai and PathFactory), we have embedded Multimodal Conversational AI, Photo-realistic Live Avatars, and Content Intelligence directly into the DNA of our platform. We break the traditional organizational monologue, turning static digital content into smart, real-time, interactive dialogues that drive business outcomes. Kaltura is the digital backbone for thousands of global Tier-1 Enterprises, including Bank of America, Nvidia, Salesforce, AWS, Adobe, Disney, and Airbnb.
We are looking for a world-class Senior Enterprise Account Executive (Hunter) to join our EMEA Tech sales organization. In this role, you will be solely focused on penetrating the Tech and High-Tech sector across EMEA (including leading SaaS companies, global tech corporations, and ISVs). We need a sales heavyweight with a proven track record of selling complex SaaS/AI solutions to sophisticated technical and business buyers. You are someone who thrives on identifying new opportunities, navigating multi-stakeholder enterprise deals, and converting cutting-edge technology (like Live Avatars, Real-Time Video, and Generative UI) into clear, high-impact Business Value for tech giants.
Key Responsibilities
- Drive New Business (Hunting): Own and execute the sales playbook for the EMEA Tech sector, proactively identifying, prospecting, and closing new Enterprise business.
- Complex Deal Management: Manage end-to-end, high-touch sales cycles ($100K–$1M+) with multi-stakeholder tech organizations—engaging smoothly with VPs of Product, CMOs, CTOs, Procurement, and strict Legal/Security teams.
- Value-Based Selling: Conduct deep discovery and deliver compelling, high-level product demonstrations that articulate the value of Kaltura’s Agentic AI, real-time video generation, and personalized digital journeys.
- Pipeline Management: Build and maintain a healthy, consistent, and predictable sales pipeline, leveraging data and sales methodologies to meet and exceed quarterly and annual revenue targets.
- Cross-Functional Collaboration: Partner closely with the regional GM, Solutions Engineers, and global Product teams to tailor our next-gen AI capabilities to the unique, fast-paced needs of the tech sector.
Who You Are (Requirements)
- Enterprise SaaS Sales Expert: 5–8 years of proven track record as an Enterprise Account Executive (Hunter) within the SaaS, Cloud, or AI ecosystem.
- Tech Sector DNA & Network: Deep experience selling directly into the Tech/High-Tech vertical in EMEA. You know how tech companies think, how they buy, and how to speak their language.
- Established Book of Business: Must possess an active, strong, and verifiable network and book of business within Tier-1/Tier-2 Tech and SaaS companies across EMEA, enabling immediate pipeline generation.
- Proven Closer: A documented history of consistently hitting quotas and closing six-figure+ ($100K+) enterprise deals.
- Tech-Savvy & AI Enthusiast: Strong technical aptitude with the ability to easily grasp and enthusiastically pitch complex innovations like Conversational AI, Live Avatars, and automated workflows.
- Executive Presence: Exceptional presentation and negotiation skills, with the charisma and credibility to influence C-level and VP-level decision-makers.
- Enterprise-Grade Execution: Adept at navigating complex corporate environments, security compliance hurdles (GDPR/Data Privacy), and legal/procurement cycles.
The 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
Senior Account Exec - EMEA Tech in London employer: Kaltura
Kaltura is an exceptional employer that champions innovation and collaboration in the fast-paced tech landscape. With a hybrid work environment, generous leave policies, and a strong focus on personal and professional development, employees are empowered to thrive while contributing to cutting-edge solutions for global enterprises. The company's commitment to mental health and well-being, alongside opportunities to engage with industry leaders, makes Kaltura a rewarding place to build a meaningful career in the EMEA tech sector.
StudySmarter Expert Advice🤫
We think this is how you could land Senior Account Exec - EMEA Tech in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Senior Account Exec - EMEA Tech at Kaltura, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Kaltura. Tailor your message to explain why you’re drawn to them and how you can contribute as a Senior Account Exec - EMEA Tech. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Senior Account Exec - EMEA Tech in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Kaltura:When writing your cover letter, make sure to tailor your message specifically for Kaltura. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Kaltura
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Kaltura that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Kaltura that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Kaltura’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
