AI Business Development Vertical Lead - Education

AI Business Development Vertical Lead - Education – Remote (Not Specified) | Not Specified | Not Specified

Sales & Business Development

About the Company

• Kaltura’s (NYSE:KLTR) mission is to power any video experience for any organization – live, on-demand, or real-time.
• The company wants to make using video simpler and better people’s lives through video.
• Founded in 2006, Kaltura is now a global leader in the video market with millions of people using its products daily to teach, learn, watch, connect, and collaborate.
• Kaltura has more than 1000 global, well-known organizations as customers.
• After more than 15 years, the company keeps fostering a diverse and collaborative work environment where everyone gets a say.
• The team is currently 700+ people and is still growing.
• Kaltura has offices in New York, London, Singapore, and Tel Aviv, but the technology is all in the cloud.
• Kaltura has a fast-paced environment where taking the lead is always encouraged.
• The hybrid work model and flexible way of thinking give the right conditions for creative ideas to flow freely.
• Thanks to a long line of products, a rich collaborative culture, and care for each Kalturian, there is plenty of room to grow and change.
• If you do not meet 100% of the requirements, that is okay.
• The company believes in hiring people, not just a list of skills, and encourages you to apply if the role makes you excited about coming to work every day.

Role Overview

• As a Senior Business Development Leader at Kaltura, you will be responsible for increasing revenue and strategically growing the Education vertical.
• This high-impact position focuses on securing new enterprise clients, expanding existing strategic accounts, and influencing the change of customer operations through AI and agentic workflow solutions within your designated industry.
• In this role, you will build and scale the Go-To-Market (GTM) approach for Kaltura’s advanced AI and agentic solutions.
• Your responsibilities will include developing new sales playbooks, speeding up pipeline momentum, and working across functions to increase Kaltura’s presence with large global enterprises, while also looking at opportunities with medium-sized enterprises (SMEs).
• This position is for a high-energy GTM leader who does well in fast-paced settings and excels at defining, putting into action, and scaling AI-driven vertical strategies.

Key Responsibilities

• Drive top-line revenue growth for your vertical by getting new clients and expanding into new buying centers with Kaltura’s AI and agentic product offerings.
• Continuously watch and examine important Key Performance Indicators (KPIs), such as pipeline coverage, annual contract value (ACV) growth, sales cycle length, and win rates, to make GTM execution more effective.
• Lead strategic deal cycles with regional sales teams, managing the process from finding out needs and designing solutions to negotiating and closing, especially in complex, multi-stakeholder enterprise settings.
• Develop and put into action a vertical-specific AI GTM plan to speed up pipeline creation, improve win rates, and establish sales playbooks that can be copied successfully on a global scale.
• Identify new opportunities within your vertical by using competitive information, market signs, and ideas about new AI and automation trends.
• Work with Marketing to create strong narratives, campaigns, and thought leadership materials specific to the vertical, positioning Kaltura as the preferred AI video and workflow partner in your industry.
• Act as a trusted voice for AI and agentic change in your vertical by going to conferences, joining executive discussions, and helping to raise Kaltura’s brand presence.
• Expand account presence across use cases and departments such as Sales & Marketing, Corporate Communications, Service Desks, Learning & Development, Human Resources, Customer Experience, and Entertainment/Monetization.
• Build and deepen relationships with senior executives at key accounts, acting as a trusted advisor on AI adoption and agentic workflow change.
• Represent your vertical in quarterly business reviews (QBRs), leadership meetings, and cross-functional planning sessions.
• Work closely with Product, Engineering, and Professional Services to help shape AI-driven solutions, guide product roadmap priorities, and make sure offerings are delivered successfully to customers.

Experience

• A minimum of 10 years’ enterprise experience in Software as a Service (SaaS) sales (preferably with AI products/features), strategy consulting, business development, or strategic partnerships.
• Shown success in selling to global enterprises, with a proven history of closing large, complex SaaS deals (more than $1 million Annual Recurring Revenue (ARR)) and always beating sales goals.
• Required: deep knowledge of the Education industry.
• Please note: this is an individual contributor job.

Skills & Attributes

• Has a mindset focused on very fast growth, strong ability to get things done, and a tendency to act quickly.
• Shows the ability to interact well with senior people across both business and technical areas.
• Works in a way that is guided by data, with strong skills in predicting results, planning, and managing the pipeline.
• Very collaborative, good at working through organizations with many different teams and getting agreement across functions.
• Strong technical ability, especially in AI, automation, and agentic systems, and comfortable talking directly with Product and Engineering teams.

Education

• Bachelor’s degree is required.
• MBA is preferred.