Senior Manager Sales Business Development

Role Overview

As a Senior Business Development Leader at Kaltura, you will be responsible for driving revenue expansion and strategically growing the Education vertical. This high-impact position focuses on securing new enterprise clients, expanding existing strategic accounts, and influencing the transformation of customer operations through AI and agentic workflow solutions within your designated industry.

In this role, you will build and scale the GTM approach for Kaltura’s advanced AI and agentic solutions.

Your responsibilities will include developing new sales playbooks, accelerating pipeline momentum, and collaborating across functions to increase Kaltura’s presence with large global enterprises, while also exploring opportunities with medium-sized enterprises (SMEs). This position is suited for a high-energy GTM leader who thrives in fast-paced environments and excels at defining, operationalizing, and scaling AI-driven vertical strategies.

Key Responsibilities

· Drive top-line revenue growth for your vertical by acquiring new clients and expanding into new buying centers with Kaltura’s AI and agentic product portfolio. Continuously monitor and analyze critical KPIs, such as pipeline coverage, annual contract value (ACV) growth, sales cycle duration, and win rates, to optimize the effectiveness of GTM execution.

· Lead strategic deal cycles in collaboration with regional sales teams, managing the process from discovery and solution design to negotiation and closure, particularly 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 replicable success on a global scale. Identify new opportunities within your vertical by leveraging competitive intelligence, market signals, and insights into emerging AI and automation trends.

· Collaborate with Marketing to create compelling vertical-specific narratives, campaigns, and thought leadership materials, positioning Kaltura as the preferred AI video and workflow partner within your industry.

· Serve as a thought leader for AI and agentic transformation within your vertical by participating in conferences, joining executive roundtables, and helping to elevate 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. Build and deepen relationships with senior executives at key accounts, serving as a trusted advisor on AI adoption and agentic workflow transformation.

· 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, influence product roadmap prioritization, and ensure the successful delivery of offerings to customers.

Experience

· A minimum of 10 years’ enterprise experience in SaaS sales (preferably with AI products/capabilities), strategy consulting, business development, or strategic partnerships.

· Demonstrated success in selling to global enterprises, with a proven track record of closing large, complex SaaS deals (exceeding $1M ARR) and consistently surpassing sales quotas.

· Required: deep domain expertise in the Education industry

Please note: this is an individual contributor position

Skills & Attributes

· Possesses a hyper-growth mindset, strong execution velocity, and a bias for action.

· Demonstrates executive presence and can influence senior-level stakeholders across both business and technical domains.

· Operates in a data-driven manner, with robust skills in forecasting, planning, and pipeline management.

· Highly collaborative, adept at navigating matrixed organizations and achieving cross-functional alignment.

· Strong technical aptitude, particularly in AI, automation, and agentic systems, and comfortable engaging directly with Product and Engineering teams.

Education

· Bachelor’s degree required

· MBA preferred