[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