Enterprise Account Manager

Description

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 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.


Requirements

The Role

We are looking for a strategic, AI-savvy Senior Enterprise Account Manager who thrives at the intersection of customer success, commercial ownership, and growth strategy .

In this role, you will act as a trusted advisor and business owner of your accounts , responsible for driving retention, renewals, and expansion across a portfolio of enterprise customers. You will leverage deep product expertise, customer insights, and emerging AI capabilities to unlock new value and growth opportunities.

This role is ideal for someone who is passionate about building long-term partnerships, identifying white space, and translating innovation (AI, video, digital experiences) into measurable business outcomes.

You will focus on expanding existing relationships-including in emerging markets-while ensuring customers continuously realize value from Kaltura's platform.

Key Responsibilities

Own Retention & Growth Strategy

• Own full commercial responsibility for a portfolio of enterprise accounts, including renewals, retention, and expansion revenue
• Consistently achieve or exceed net revenue retention (NRR) and growth quotas
• Build and execute account plans that identify expansion pathways across business units, geographies, and use cases

Drive Strategic Account Expansion

• Identify and develop new opportunities within existing customers , including upsell and cross-sell of AI-powered solutions
• Spot emerging market opportunities within global accounts and tailor go-to-market approaches accordingly
• Partner with customers to align Kaltura solutions with their digital, AI, and video strategies

Trusted Advisor & Executive Engagement

• Build strong relationships with senior stakeholders (VP/C-level) across product, marketing, L&D, and IT
• Lead Executive Business Reviews (EBRs) focused on value realization, growth opportunities, and roadmap alignment
• Provide strategic guidance on leveraging AI, automation, and video to drive business outcomes

Customer Success & Value Realization

• Ensure high levels of product adoption, customer health, and satisfaction
• Analyze customer data, usage trends, and KPIs to identify risks and opportunities
• Partner closely with Customer Success and Solution Engineering to drive successful delivery and outcomes

Opportunity Identification & Pipeline Management

• Maintain a strong expansion pipeline within your accounts
• Forecast accurately and manage renewal cycles and commercial negotiations
• Navigate complex enterprise environments including procurement, legal, and security

AI & Innovation Leadership

• Stay at the forefront of AI-driven solutions (e.g., generative AI, conversational AI, video automation)
• Translate technical innovations into clear business value for customers
• Educate customers on emerging capabilities and position Kaltura as a strategic innovation partner

Cross-Functional Collaboration

• Work closely with Sales, Customer Success, Product, and Engineering
• Influence product roadmap by advocating for customer needs
• Align global and regional teams to drive coordinated account strategies

Who You Are

Experience & Background

• 5-8+ years in Enterprise Account Management and/or Customer Success with commercial ownership in SaaS, Cloud, or AI
• Proven track record of achieving retention and expansion targets
• Experience managing complex enterprise accounts and multi-stakeholder environments
• Strong experience with pipeline management, forecasting, and sales processes

Commercial & Strategic Mindset

• Demonstrated ability to identify and close expansion opportunities within accounts
• Strong business acumen -able to connect product capabilities to customer outcomes
• Skilled in value-based selling and negotiation

AI & Technical Savvy

• Strong understanding of or curiosity about AI technologies (GenAI, automation, digital experiences)
• Ability to translate complex technical solutions into business value narratives

Executive Presence

• Exceptional communication and presentation skills
• Ability to influence C-level stakeholders and senior decision-makers

Global & Emerging Markets Orientation

• Experience working with or selling into emerging markets is a strong advantage
• Comfortable navigating global account structures and cultural nuances

Personal Attributes

• Strategic thinker with a growth mindset
• Highly collaborative, proactive, and customer-obsessed
• Data-driven and analytical in decision-making

Qualifications

• BA/BS or equivalent experience
• Experience managing 10+ enterprise accounts preferred
• Willingness to travel (~30%) as required
• Experience in AI-driven SaaS solutions strongly preferred

Why This Role

This is a high-impact role where you will:

• Own and grow some of the most strategic enterprise customer relationships
• Work at the forefront of AI and video innovation
• Influence how global organizations adopt next-generation digital experiences
• Play a key role in driving sustainable, long-term revenue growth

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