Technical Account Manager jobs at Kaltura

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.

Key Roles and Responsibilities:

1. Customer Relationship Management and Advocacy : Own the technical relationships with large enterprise customers, often serving as the primary technical advisor without direct day-to-day involvement from other internal Kaltura teams.
2. Technical Guidance, Support, and Training : Provide technical assistance, troubleshoot issues, offer tailored solutions, and conduct training sessions to empower clients. This includes support of APIs, integrations with 3rd party platforms, custom reports, scoping of Professional Services and workflow optimization.
3. Onboarding, Implementation, and Product Expertise : Help customers deploy and integrate Kaltura’s products, ensuring smooth onboarding, and maintain deep knowledge of Kaltura’s offerings to assist with technical questions. Collaborate with Product, Engineering, and Professional Services teams to scope enhancements, submit feature requests, and influence the roadmap based on customer needs.
4. Strategic Planning and Innovation : Develop technical roadmaps, advocate for product improvements, use creative approaches to solve customer challenges, and identify growth opportunities. This includes consultations with customers on workflow design, best practices and technical optimizations.
5. Escalation, Problem Management, and Performance Monitoring : Manage escalations, ensure timely resolution of critical issues, monitor customer usage, provide reports, and identify improvement opportunities.

Primary Goals:

· Ensure customer satisfaction and retention through proactive technical engagement.

· Accelerate adoption and usage of Kaltura solutions by optimizing integrations and workflows.

· Identify and scope expansion opportunities, collaborating with Sales on upsells and cross-sells.

· Reduce escalations and improve customer outcomes through effective solutioning.

Required Skills and Qualifications:

· Minimum 3-5 years in a technical or customer-facing role (solutions engineer, sales engineer, systems engineer, consultant, or support engineer).

· Hands-on experience with APIs, SaaS integrations and reporting/analytics.

· Familiarity with cloud platforms (AWS, Azure), CDN technologies, and video streaming protocols is a plus.

· Strong solution consulting skills: ability to translate customer business needs into technical workflows.

· Experience managing enterprise customers with complex technical requirements.

The perks:

1. Hybrid, flexible work environment
2. Zero employee premium health plan, effective from day 1, plus dental and vision benefits
3. FSA and 401K with company match
4. Mobile plan and home internet reimbursement
5. Personal and professional development programs
6. Occasional Cross company long weekends
7. An Equal Employment Opportunity Employer and an E-Verify participant

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

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 850+ 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.

$70,000 – $155,000

The role

You will work with large enterprises as well as some medium-sized businesses, across multiple verticals, to grow their use of the Kaltura platform. You will work hand-in-hand with Account Executives and be mindful of the customer’s long-term success and expansion of Kaltura.

The focus will be on adoption, retention, expanding relationships, and finding new use cases for the Kaltura video platform. You will create and maintain C-level client relationships with key stakeholders throughout a value-based customer success and sales process.

The day-to-day:

• Strategically identify, target, and develop new opportunities within existing enterprise customer accounts
• Manage a complex, enterprise solution sale with a 3-9 month sales cycle
• Work with clients on the value of expanding the use of video across their business
• Dynamically manage account assignments based on ability to retain, adopt, and expand
• Become a trusted adviser and foster strong relationships at both tactical and executive levels with customers.
• Be mindful of and be capable of articulating the positive business impact of Kaltura on the customer.
• Help customers maximize the use of video via a deep understanding of customers’ needs.
• Work with clients to establish critical goals, or other key performance indicators, and aid the customer in achieving their goals.
• Communicate frequently with customers via business reviews, health calls, and onsite visits.

Ideally, we’re looking for:

• 5+ years in an Enterprise customer success and/or selling role
• BA/BS preferred or equivalent work experience with demonstrated proficiency
• Ability to travel up to approximately 33% and as required
• Experience managing 20+ accounts.
• Consistently meet retention and organic growth quotas
• Experience managing pipeline, forecast, and executing sales process.
• Executive level presence and communication skills.
• Self-motivated team player who has fresh ideas and thrives on team success.
• Track record of working with Fortune 500 companies

These would also be nice:

• Experience in Enterprise technology
• Salesforce.com experience
• Salesforce.com experience

The perks:

1. Hybrid, flexible work environment
2. Zero employee premium health plan, effective from day 1, plus dental and vision benefits
3. FSA and 401K with company match
4. Mobile plan and home internet reimbursement
5. Personal and professional development programs
6. Occasional Cross company long weekends
7. An Equal Employment Opportunity Employer and an E-Verify participant