Director, Technology Sales
Kaltura
Posted: 10/21/2026
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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in enterprise SaaS sales with a strong focus on new logo acquisition and account growth. Proven ability to lead teams, build sales strategies, and engage with executive stakeholders in the technology sector.
Highest-signal resume keywords
Enterprise SaaS SalesTeam LeadershipPipeline ManagementAccount-Based SellingSalesforce Fluency
About the role
Key responsibilities & impact- Own revenue for a defined set of North America technology accounts
- Land new logos and grow existing customers
- Lead, coach, and develop a team of Account Executives
- Build the North America Tech revenue strategy alongside team leadership
- Work with Marketing, Solutions Engineering, Product, Customer Success, and Partners
- Bring customer and market feedback to Product and leadership
- Engage executive sponsors for the largest accounts
- Design and launch the North America Tech sales motion, including target accounts and sales plays
- Generate pipeline through self-sourced opportunities, target-account coverage, and weekly inspection
- Grow new-logo revenue to at least 25–30% of total revenue using Agentic Revenue Engagement and Agentic Learning & Enablement
- Expand existing customers through cross-sell, renewals, and executive relationships
- Sell the Kaltura platform, including enterprise video, virtual events and webinars, content intelligence, Agentic Avatars, and Genie AI agents
- Report to the SVP of North America Tech
- Travel for customer meetings, executive briefings, and key events
Requirements
What you’ll need- 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
- 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
- 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
- Ability to travel up to approximately 33%
- Role is located remotely in North America / United States
Benefits
Comp & perks- Hybrid, flexible work environment
- Zero employee premium health plan, effective from day 1
- Dental and vision benefits
- FSA
- 401K with company match
- Mobile plan reimbursement
- Home internet reimbursement
- Personal and professional development programs
- Occasional Cross company long weekends
- Variable compensation
- Equity
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
New Logo AcquisitionQuota-Carrying SalesSales Motion DevelopmentForecastingComplex Contract NegotiationAI Solutions SalesMEDDPICC MethodologyCross-SellingRevenue Growth StrategyAccount-Based Prospecting
Soft Skills
CoachingExecutive CommunicationNegotiation
Tools & Technologies
SalesforceKaltura PlatformAgentic Revenue EngagementAgentic Learning & Enablement
Certifications & Qualifications
BA/BS Preferred
Industry Keywords
Enterprise VideoVirtual EventsMartechConversational AIFortune 100 Sales