Jobs at Kaltura in United Kingdom, London

This is us

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.

The role

Kaltura is looking to expand their EMEA SDR team. As a Sales Development Representative (SDR) you will be using sales strategy, strong prospecting skills, and process to help grow pipeline that leads to revenue. The position will call on you to work predominantly on outbound campaigns, but also handle inbound leads, and work with the sales reps to target accounts for outbound efforts. This is a lead generating position with potential to grow to a closing role in the future.

The day-to-day

• Leverage sales skills via phone, email and social media in an effort to gauge and influence interest in Kaltura and qualify them for a more in- depth conversation
• Position the value of Kaltura’s solutions to stakeholders at Enterprise companies, Universities and Colleges.
• Manage inbound leads coming from the website, webinars, events among other sources.
• Identify and pursue the key stake holders at Fortune 1000 companies.
• Consistently meet and exceed SDR quotas for appointments scheduled.
• Partner with marketing to execute prospecting strategies.
• Learn to sell Kaltura and be placed on a track for growth to a closing role or other position.

Ideally, we’re looking for:

• Native/Native level German- a must
• At least 6 months of sales development experience, preferably at a SaaS company 
• A process driven individual who can organize and prioritize their prospect list
• Someone with a sales strategic mindset
• An individual with solid verbal and written sales skills
• A team player and a self-starter

This is us

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.

Responsibilities:

· Main focus on closing new logos. Being the deal owner starting from Identifying, prospecting to securing new F500/F100 large enterprise clients across key verticals.

· Develop and executive strategic account plans to meet and exceed sales quotas.

· Manage, drive and lead the entire sales cycle, from contact to contract.

· Conduct scoping calls, deliver tailored product demonstrations and position the value of Kaltura SaaS video solutions.

· Build strong relationship with C-suite executives, decision-makers and influencers within target accounts.

· Maintain and be accountable to contiuosly update sales pipline using Salesforce.

· Communicate frequently with customers via business reviews marketing events and onsite visits.

· Collaborate closely with the SDR and CSM’s teams to strategically prospect new logos.

· Advocate customer needs/issues cross-departmentally in a matrix role, where you will need to guide and get the support of a diverse team of internal professionals (Marketing, Product Management, Professional Services and Support) which are not directly reporting to you to meet the customer and Kaltura goals.

Requirements:

· A seasoned self-motivated, independent and highly proactive account executive; selling to marketing, internal communication and L&D preferred.

· 5-10 years experience in closing new logos within f500/100 organizations, with average deal size of $250k – $750K ARR. A true hunter mentality who strives to secure big deals.

· Relevant experience in enterprise sales within technology SaaS companies.

· Working with large and complex, multi stakeholder environment, ensuring business and operational goals are met. Building and maintaining C level and executive relationships, serving as the prime focal point.

· Experience building go to market strategy, working with C levels and executives – sales/ business consulting, with multiple stakeholders (business, legal, IT)

· Experience building pipelines within multiple accounts.

· Demonstrated track record in reaching and exceeding quotas (quotative and qualitative)

· Experience managing pipeline, forecast, and executing sales process.

· Team player, flexible and moving towards mutual goals

· Effective communication and presentation skills. Exceptional cross-functional leadership and collaboration skills

· Ability to “zoom” in/out from big picture to the minutiae

· Salesforce.com experience a must.

* This is not a managerial position

The perks:

1. Hybrid, flexible work environment

2. 25 days of leave annually

3. Pension scheme

4. Group life insurance + Vitality Health Insurance

5. Mental health program

6. Personal and professional development programs

7. Occasional Cross company long weekends