Director, Technology Sales, NA

This is us

Kaltura (Nasdaq: KLTR) is the Agentic Digital Experience company. Our platform powers rich, AI-driven experiences for customers, employees, learners, and audiences - from video portals, virtual events, and webinars to real-time conversational Agentic Avatars and Genie AI agents.

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.

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.

About the Role

Thrives at the intersection of enterprise selling, team leadership, and go-to-market building.

Energized by building something new - a new motion, a new pipeline engine, and a team that wins together.

As the Director, Technology Sales, you are at the forefront of Kaltura's growth. You own revenue for a defined set of North America technology accounts - landing new logos and growing existing customers. You lead a team across strategic and enterprise accounts, and you sell the full Kaltura platform - enterprise video, virtual events and webinars, content intelligence, Agentic Avatars, and Genie AI agents - into marketing, sales enablement, and learning teams at large technology companies.

Reports to: SVP of North America Tech

Location: [Remote, North America]

Travel: Up to approximately 33%, including customer meetings, executive briefings, and key events

Key Responsibilities

• Lead, coach, and develop a team of Account Executives

• Build North America Tech Revenue Strategy alongside team leadership, with direct responsibility for revenue growth of new and existing logos.

• Work closely with Marketing, Solutions Engineering, Product, Customer Success, and Partners

• Bring customer and market feedback back to Product and leadership

• Engage executive sponsors on both sides for the largest accounts

• Build the go-to-market motion: Design and launch the North America Tech sales motion - target accounts, sales plays, and how the team works with Marketing, SDRs, Partners, and Customer Success.

• Generate pipeline aggressively: Create a pipeline engine where every rep self-sources, every target account is worked, and coverage is inspected weekly.

• Win new logos: Grow new logo revenue from minimal today to at least 25-30% of the total, leading with Agentic Revenue Engagement and Agentic Learning & Enablement to open executive doors at net-new enterprise technology accounts.

• Grow the base: Expand existing customers through cross-sell, renewals, and executive relationships, so every account adopts more of the platform.

Qualifications

Required

• 10+ years of enterprise SaaS sales, with a track record of closing six- and seven-figure deals

• 5+ years leading or coaching quota-carrying sellers, as a manager or player-coach

• Proven results in both new logo acquisition and growing existing accounts

• Track record of building a sales motion, territory, or team from an early stage - not only running an established one

• Proven pipeline builder, personally and through a team, with outbound and account-based prospecting

• Experience selling to marketing, sales enablement, or learning leaders in large companies

• Strong forecasting and pipeline management habits, with Salesforce fluency

• Comfortable leading executive conversations and negotiating complex contracts

• BA/BS preferred, or equivalent work experience

Preferred

• Background in enterprise video, virtual events, martech, or conversational AI platforms

• Experience selling and supporting deployment of AI solutions

• Experience selling into Fortune 100 and large enterprise technology companies

• Experience with account-based selling and structured methods such as MEDDPICC

• Experience in a post-acquisition or multi-product sales environment

Compensation

The annual base salary range for this position is $160,000-$190,000. This is a nationwide market range and represents a broad range of salaries for this role across the country. Actual salary 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. This role is also eligible for variable compensation and equity.

Kaltura is an Equal Employment Opportunity Employer and an E-Verify participant.

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