Kaltura · 1 month ago
AI Business Development Vertical Lead - Healthcare
United States
Full-time
Remote
Senior Level, Lead/Staff
10+ years expKaltura is a global leader in the video market, aiming to power any video experience for any organization. The Senior Business Development Leader will drive revenue expansion in the Life Sciences vertical, focusing on securing new enterprise clients and enhancing existing accounts through AI-driven solutions.
Developer APIsDeveloper ToolsSaaSVideo on DemandVideo Streaming
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
Qualification
Required
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
deep domain expertise in the Life Sciences (Healthcare and Pharma) industry
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
Bachelor's degree required
Preferred
MBA preferred
Company
Kaltura
Kaltura develops video SaaS solutions for enterprises of all industries.
501-1000 employees
H1B Sponsorship
Kaltura has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (3)
2023 (1)
2021 (1)
2020 (1)
Funding
Current Stage
Public CompanyTotal Funding
$166.1MKey Investors
Goldman Sachs Growth EquityMitsui Global InvestmentNexus Venture Partners
2021-07-21IPO
2016-08-08Series F· $50M
2014-02-11Series E· $47M
Leadership Team
Ron Yekutiel
Cofounder Chairman and CEO
Aymeric Legal
Vice President of Global Sales & marketing M&T
Recent News
2025-11-15
Company data provided by crunchbase