[Remote] Enterprise Account Manager

Note: The job is a remote job and is open to candidates in USA. Kaltura is a global leader in the video market, aiming to power any video experience for any organization. They are seeking a Senior Enterprise Account Manager who will act as a trusted advisor to enterprise customers, driving retention, renewals, and expansion while leveraging AI capabilities to unlock new growth opportunities.

Responsibilities

• 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
• 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
• 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
• 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
• 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
• 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
• 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

Skills

• 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
• 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
• Strong understanding of or curiosity about AI technologies (GenAI, automation, digital experiences)
• Ability to translate complex technical solutions into business value narratives
• Exceptional communication and presentation skills
• Ability to influence C-level stakeholders and senior decision-makers
• Experience working with or selling into emerging markets is a strong advantage
• Comfortable navigating global account structures and cultural nuances
• Strategic thinker with a growth mindset
• Highly collaborative, proactive, and customer-obsessed
• Data-driven and analytical in decision-making
• BA/BS or equivalent experience
• Willingness to travel (~30%) as required
• Experience managing 10+ enterprise accounts preferred
• Experience in AI-driven SaaS solutions strongly preferred

Benefits

• 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

Company Overview