Account Executive, Panopto
Education, USA & Canada
$220-240k
OTE
$110-120k
BASE
Video capture, streaming, search, and archiving solutions
Be an early applicant
Video capture, streaming, search, and archiving solutions
101-200 employees
Be an early applicant
$220-240k
OTE
$110-120k
BASE
101-200 employees
Company mission
Committed to designing smarter ways to work and learn with video.
Role
Who you are
- You’re energized by understanding a prospect’s world, solving their challenges, and building relationships that grow deeper over time
- Passionate, self-motivated, with a positive attitude and passion for building customer relationships and being part of a high-performing sales team
- Curious, technically adept, and able to balance a wide variety of tasks
- 2+ years of experience working in a B2B SaaS environment
- 1+ years of experience managing and closing deals in a fast-paced technology organization
- Strong at account planning, prospecting, and garnering the attention of senior executives
- Excellent communication and presentation skills
- Ability to effectively demonstrate technology products to audiences of various levels of technical proficiency
- Experience with Salesforce, Outreach, ZoomInfo or other similar tools
- Even if you don't feel that you meet every single requirement, we still encourage you to apply
- We're eager to meet people that believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes
What the job involves
- As we continue to promote growth and expansion, we are seeking an experienced Account Executive to drive new business across our educational institution accounts in the Americas
- At Panopto, our Account Executives put the customer at the center of everything we do. You’ll thrive on uncovering opportunities where our platform can make a real impact, turning first conversations into lasting partnerships
- In this role, you’ll focus on mid-market outbound outreach, proactively connecting with high-value prospects, listening intently to their needs, and delivering solutions that drive their success. You’ll own the entire sales cycle, ensuring every touchpoint reflects our commitment to an exceptional customer experience
- Your success will be measured not only in new logos and revenue growth, but in the trust, satisfaction, and long-term value you create for every customer you bring on board. You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft
- Your role is to understand our customers' biggest challenges and help them solve those problems with our technology. By focusing on their needs first, you'll naturally uncover new opportunities within their organizations and expand our existing partnerships
- This involves using sound business judgment and creativity to build strategic relationships with key stakeholders. You'll also need to proactively engage with our executive team to ensure you have the resources you need to deliver an exceptional experience for your customers
- Sales Driven: Exceed monthly, quarterly sales targets by driving new opportunities and expansion opportunities into existing accounts. Exercise sound business judgment, creativity, and resourcefulness in the pursuit of strategic accounts. Write a territory plan and engage with all levels of the executive team to ensure you have the resources you need to accomplish your goals
- We expect you to become an expert on our complex platform, but not for the sake of knowing the technology. Your expertise should be used to directly address customer pain points. When you conduct a demo, it should be tailored to the user's specific desired outcomes, demonstrating exactly how our solution will solve their problems and improve their daily work
- Technology: Develop a thorough knowledge of a complex technology platform and the ability to launch into a demo with the end user’s desired outcomes in mind. Align the Panopto solution with problems you uncover in your customers’ organizations
- Building and maintaining strong, productive relationships with customers at all levels of an organization is key. By focusing on their needs and demonstrating our value, you will become a reliable partner. This approach also extends to our internal partnerships
- You will work closely with the Account Management team to ensure our customers are not only satisfied but are also successfully adopting and utilizing our platform. This collaboration is crucial for identifying new opportunities to help them grow and succeed
- Customer Focus: Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations
- Collaboration: Partner with the Account Management team to ensure high satisfaction and adoption within your accounts as you continuously upsell and expand into new departments
Application process
- The standard interview process at Panopto involves several steps, outlined below, to ensure we approach the process thoughtfully and consistently: Application Review -> Recruiter Call -> Video Interview & Assessment -> Hiring Manager Call -> Interview Loop -> Debrief -> Offer
Our take
The concept for Panopto developed in the early noughties when the founders noticed that storing videos on computer hard drives was becoming cheaper than storing them on tape. The company’s foundations were in a free software paid support service that provided the tools for downloading videos onto a computer. Nearly two decades later, Panopto provides educational institutions and enterprise businesses with screencasting, lecture recording, streaming and video content management software.
Panopto’s modern platform offers clients in education, aviation, telecoms, and healthcare, among others, an all-in-one video platform for creating and publishing video content. Its audience engagement tools, alongside GenAI video production software (through the acquisition of Elai), keep the company in step with modern innovations within the content production sector.
Panopto continues to grow its reach and in 2024 launched a cloud hosting service in Japan and acquired cloud hosting and GenAI startups to fuel its growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Aug 2016
$42.8m
GROWTH EQUITY VC
Jan 2011
$4m
EARLY VC
Total funding: $48.5m
Company benefits
- Time Off Benefits - Generous and flexible leave policies. Unlimited Take What You Need PTO, including sick days for when you need it most. Holidays to celebrate with loved ones. Extended bereavement program to support you during difficult times. Tenured Leave opportunities for long-term employees to recharge and reflect. Extended Maternity and Paternity Leave to cherish family moments. Volunteer time off to give back to your community
- Core Benefits - At Panopto, we prioritize both professional growth and a fulfilling,balanced life for our employees. Our core benefits include comprehensive health, dental, vision, life and ancillary insurance plans. We provide access to a benefits preview to understand how Panopto benefits would support you and short-term and long-term disability insurance for peace of mind
- Retirement and Savings Benefits - 401k plan with company match to secure your financial future. Healthcare spending and reimbursement accounts for your well-being
- Healthful Living Benefits - At Panopto we understand well being is about more than physical health. We’re proud to offer workplace perks such as daily mental health break walks, a wellness rewards program to support your well-being, an employee assistance program for confidential support and a mindfulness program for stress reduction
- Remote Work Benefits - Enjoy all the benefits of a remote-first workplace that supports full work from home for ultimate flexibility. Childcare schedule flexibility to balance work and family life. Asynchronous work to accommodate your unique schedule
- Rewards, Recognition, and Employee Perks - Our great team is Panopto’s most valuable asset. We’re proud to offer an employee recognition program to celebrate your achievements, a Values Awards program to embody our company culture and referral bonuses for bringing great talent to Panopto
- Career Development Benefits - Panopto’s career tracks and competency and skills training will help you advance your career. We offer access to the LinkedIn Learning Program to expand your knowledge, AWS services and architecture training to stay ahead, and secure coding training to enhance your skills
Company HQ
North Shore, Pittsburgh, PA
Leadership
Jason Beem
(CEO)Previously Interim CRO at Advantive, COO at Stackline, Operating Executive at ST6 and Senior Vice President at Accruent.
Andrew Herning
(CFO)Previously Senior VP of Finance at Billtrust, CFO at UniTek Global Services, Inc. and American Standard.
Amit Mondal
(CTO)Previously worked as Group Vice President of Development at PowerSchool Group, was an Official Member of the Forbes Technology Council, Senior VP at SumTotal Systems and was the Director at Oracle.
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