Startup Careers

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Sales Development Representative at Kaltura
Ramat Gan, IL / Tel Aviv, IL

Kaltura’s mission is to power any video experience. A recognized leader in the OTT TV (Over-the-top TV), OVP (Online Video Platform), EVP (Education Video Platform) and EVP (Enterprise Video Platform) markets.

Kaltura has emerged as the fastest growing video platform, and as the one with the widest use-case and appeal. Kaltura is deployed globally in thousands of enterprises, media companies, service providers and educational institutions and engages hundreds of millions of viewers at home, in work, and at school. The company is committed to its core values of openness, flexibility, and collaboration, and is the initiator and backer of the world's leading open-source video-management project, which is home to more than 150,000 community members.

Our customers include major service providers and media companies such as Vodafone, HBO, and Warner Bros., leading enterprises such as MetLife, Philips, SAP, Bank of America, and hundreds of global educational institutions, including Harvard, Columbia, NYU and the University of Michigan. 

We like to think of ourselves as a cool, fun and talented group of professionals looking to develop, market and distribute cutting-edge technology that is open source and available to all.

Kaltura is a fast-paced environment where standards are high and initiative is always encouraged. We currently have approx. 500 employees across offices in New York, London, Sao Paolo, Singapore, and Tel Aviv, and we are growing rapidly including positions all over the world in more locations

REQUIREMENTS

We are growing our Sales Team to capitalize on the strong growth of our solutions in the market. The team interacts with dozens of telco grade customers and content providers every day using the latest video, phone and digital technologies

The SDR and RFP manager is our talent development platform for future career progression within Kaltura. Successful SDR and RFP manager will generally progress to positions of increasing responsibility in Field Sales and Customer Success

We are looking for outstanding target over-achievers with 1 to 2 years of work experience in a fast paced Sales organization selling video enterprise software or SaaS

For the right candidates we offer above market compensation, training & coaching, professional development and excellent career prospects

Job Description

1)   Sales Development Representative (SDR) - Proactively hunt for new business opportunities, map relevant stakeholders in target prospects / funnel customers, acquire new customers, and generate sales pipeline by outbound telephone, video, digital & social contact with customers and prospects

  • Proactively hunt for new business leads and opportunities by outbound telephone, video, digital & social contact with customers and prospects worldwide
  • Achieve and overachieve agreed targets for opportunities and pipeline generation and close deals every week, month, quarter and year
  • Consistently develop your sales skills, market understanding, solutions knowledge and customer approach to generate and close valuable business opportunities
  • Attend training and coaching regularly and adopt proven selling methodology
  • Provide inputs and feedback to Sales and Marketing on quality of the demand generation activities
  • Take initiatives and propose idea on new ways to improve & maximize demand generation, leads, pipeline and revenue
  • Respond promptly and always meet commitments made to prospects and customers

2)   RFP manager – Full ownership and orchestration of RFP activities, working closely with sales reps, sales engineers and organization departments to construct the end-to-end comprehensive responses for RFXs

  • Prepare and customize response docs (RFI/RFQ/RFP)
  • Coordination of legal, finance, Corp, HR and PS requirements & project plan requirements (in some cases formatting answers from existing materials and adjusting existing material to the talked RFX)
  • Upload and Export technical questions to relevant RFP systems
  • Executive Summary – customize per RFP
  • References and case-studies – using existing materials and enhancing them
  • Roadmap – coordination with product / using existing materials or enhancing them
  • Strategy – coordination / using existing materials or enhancing them

Requirements

  • 1 to 2 years of experience as SDR/Business development in a fast-moving Sales-driven organization, preferably for a major player in the enterprise software/SaaS Tech companies
  • Very detail oriented
  • Ability to allocate tasks and orchestrate activities across departments and org hierarchies
  • Full ownership of the tasks and accountability
  • Strong influencing skills and experience interacting with internal and external executives, a lovable person
  • Excellent verbal & written communication skills in English; Ability to free-write marketing/sales documents
  • Advantage in experience working with procurement systems
  • Successful completion of a degree in business-related discipline or equivalent work experience.