Senior Manager Sales Business Development

Kaltura; New York (NY); Hybrid; USD 150,000 - 200,000; Full time

Job summary

A leading video technology company is seeking a Senior Manager in Sales Business Development to enhance their Education vertical. In this role, you will drive revenue growth by securing new enterprise clients and expanding existing accounts, leveraging AI solutions. The ideal candidate has 10+ years in SaaS sales, particularly in large complex deals within the Education sector. Join a collaborative team offering competitive compensation and a flexible work arrangement.

Qualifications

• Minimum 10 years enterprise experience in SaaS sales (preferably AI products).
• Demonstrated success selling to global enterprises with large, complex deals.
• Deep domain expertise in the Education industry.

Responsibilities

• Drive top-line revenue growth and monitor KPIs.
• Lead strategic deal cycles managing the process to closure.
• Develop and implement vertical-specific AI GTM plan.

Skills

Hyper-growth mindset

Strong execution velocity

Data-driven approach

Executive presence

Technical aptitude in AI

Education

Bachelor’s degree

MBA

Job description

Senior Manager Sales Business Development

Kaltura’s (NYSE:KLTR) mission is to power any video experience for any organization – live, on‑demand, or real‑time. We want to make using video simpler and better people’s lives through video. Founded in 2006, we are a global leader with millions of customers worldwide. We foster a diverse, collaborative culture and offer flexible hybrid work from our offices in New York, London, Singapore, and Tel Aviv or worldwide via cloud. Our fast‑paced environment encourages initiative and growth.

Role Overview

As a Senior Business Development Leader, you will drive revenue expansion and strategically grow the Education vertical, securing new enterprise clients, expanding existing accounts, and influencing the transformation of customer operations through AI and agentic workflow solutions.

Key Responsibilities

• Drive top‑line revenue growth by acquiring new clients and expanding into new buying centers with Kaltura’s AI and agentic product portfolio; monitor and analyze KPIs such as pipeline coverage, ACV growth, sales cycle duration, and win rates.
• Lead strategic deal cycles with regional sales teams, managing the process from discovery to negotiation and closure, especially in complex, multi‑stakeholder enterprise environments.
• Develop and implement a vertical‑specific AI GTM plan to accelerate pipeline generation, improve win rates, and establish scalable sales playbooks for global scale.
• Collaborate with Marketing to create vertical‑specific narratives, campaigns, and thought‑leadership materials to position Kaltura as the preferred AI video and workflow partner.
• Serve as a thought leader for AI and agentic transformation, participating in conferences, executive roundtables, and elevating Kaltura’s brand presence.
• Expand account penetration across use cases and departments such as Sales & Marketing, Corporate Communications, Service Desks, Learning & Development, Human Resources, Customer Experience, and Entertainment/Monetization.
• Represent your vertical in QBRs, leadership meetings, and cross‑functional planning sessions; work closely with Product, Engineering, and Professional Services to shape AI‑driven solutions and influence product roadmap.

Experience and Qualifications

• Minimum 10 years enterprise experience in SaaS sales (preferably AI products), strategy consulting, business development, or strategic partnerships.
• Demonstrated success selling to global enterprises; proven track record of closing large, complex SaaS deals ($1 M ARR+) and consistently surpassing quotas.
• Deep domain expertise in the Education industry.
• Individual‑contributor role (no direct reports).

Skills & Attributes

• Hyper‑growth mindset, strong execution velocity, bias for action.
• Executive presence with ability to influence senior stakeholders across business and technical domains.
• Data‑driven approach with robust forecasting, planning, and pipeline management skills.
• Highly collaborative, adept at navigating matrixed organizations and achieving cross‑functional alignment.
• Strong technical aptitude in AI, automation, and agentic systems; comfortable engaging directly with Product and Engineering.

Education

• Bachelor’s degree required.
• MBA preferred.

Employment Information

• Seniority level: Not applicable.
• Employment type: Full‑time.
• Job function: Sales and Business Development.
• Industries: Software Development.