Senior Account Executive, Panopto

• SaaS Sales Execution: You have a proven track record of managing end-to-end sales cycles and closing deals within technology organizations, prioritizing predictable pipeline health over ad-hoc activity
• Technical Curiosity: You have a strong technical aptitude and a passion for learning complex software, allowing you to easily run tailored platform demonstrations that focus on user outcomes
• Academic Market Savvy: You understand or have a strong desire to master the unique purchasing processes, procurement cycles, and stakeholder structures typical of higher education
• Strategic Account Planning: You have experience designing and executing territory or account plans to gain access to and influence senior decision-makers
• Sales Technology Fluent: You confidently navigate Salesforce, Outreach, ZoomInfo, or equivalent sales tools to maintain clean data and optimize your daily workflows
• 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

Desirable

• In this role, you will have the opportunity to do the most impactful work of your career, elevating your craft while contributing to a team that values lifelong learning
• As our Account Executive for Education, you will drive mid-market sales and ongoing revenue expansion from the Panopto platform across educational institutions in the Americas
• You will own the full sales cycle—from prospecting to closing—directly increasing annual recurring revenue (ARR), acquiring new logos, and fostering customer expansion
• Your dedication to uncovering student and faculty success goals and matching them with our technology will directly shape the future of educational video infrastructure
• You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft
• Grow Strategic Territory ARR: Develop and execute a comprehensive territory plan to prospect, manage, and close new mid-market educational logos, ensuring we exceed regional revenue milestones
• Deliver Consultative Demonstrations: Learn Panopto’s video knowledge platform to deliver outcome-oriented demonstrations tailored to solve the unique instructional and technological challenges of diverse educational stakeholders
• Expand Active Accounts: Partner with our Account Management and Customer Success teams to uncover upsell and cross-departmental expansion opportunities within active educational accounts
• Negotiate Academic Agreements: Navigate complex evaluation cycles within higher education and community colleges to secure multi-year agreements that protect margins while setting customers up for long-term platform adoption
• Within 4-6 Months — Integration and Audit You will complete technical platform onboarding, master the nuances of our academic sales cycle, audit your assigned territory to identify high-potential expansion opportunities, and establish a consistent pipeline of new logo opportunities capable of delivering on quarterly revenue targets
• Within 1 Year — First Measurable Impact on Education ARR You will achieve your annualized quota, convert key high-priority target educational institutions into long-term Panopto partners, and collaborate with account managers to increase expansion revenue by 15% across your book of business
• Your Legacy — Full Ownership of The Americas Mid-Market Education Pipeline You will establish a highly predictable, repeatable, and customer-centric sales engine in the Americas mid-market education segment. By building deep, trusted relationships across academic institutions, you will establish Panopto as the standard for visual and audio learning in your territory
• What Success Looks Like;
• By Day 30: Complete comprehensive Panopto product training, pass your first live demo certification, and complete a detailed review of your assigned territory
• By Day 60: Execute your first 10 strategic outreach campaigns, initiate active conversations with key decision-makers, and shadow at least 5 live customer negotiations
• By Day 90: Take full ownership of your mid-market education pipeline, delivering your first qualified sales opportunities and actively advancing them through the evaluation stage

• 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