Account Manager, Panopto
Americas
$108-125k
OTE
$65-75k
BASE
Senior and Expert level
Remote from US
Video capture, streaming, search, and archiving solutions
Be an early applicant
Video capture, streaming, search, and archiving solutions
101-200 employees
B2BContentDigital MediaSaaSVideo
Be an early applicant
$108-125k
OTE
$65-75k
BASE
Senior and Expert level
Remote from US
101-200 employees
B2BContentDigital MediaSaaSVideo
Company mission
Committed to designing smarter ways to work and learn with video.
Role
Who you are
- Relationship Mastery: You have 5 years of experience in sales or account management (ideally in SaaS), with a proven track record of exceeding quotas through authentic relationship building
- Clarity Over Complexity: You can take a complex software solution and articulate its value in a way that feels simple and essential to a client’s success
- Operational Ownership: You are proficient with CRM tools and sales productivity stacks, using them to create clarity for yourself and the leadership team
- Outcome-Oriented: You are self-motivated and thrive when given the independence to manage your territory and own your results
- Adaptability: You are comfortable traveling up to 25% to meet our partners where they are and represent Panopto at industry events
- Educational Baseline: A Bachelor’s degree in business or a related field provides the foundation, but your commitment to lifelong learning is what will make you successful here
- Beyond the Requirements: At this point, we hope you're feeling excited about the job description you’re reading. Even if you don't feel that you meet every single requirement, we still encourage you to apply
What the job involves
- 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
- In this role, you will do the most impactful work of your career, elevating your craft while contributing to a team that values lifelong learning
- As an Account Manager, you are the primary architect of our existing client relationships
- You will lead the full renewal lifecycle and identify strategic expansion opportunities, ensuring our partners realize the maximum value of the Panopto platform
- This role requires a proactive, sales-oriented mindset and the ability to turn complex technical needs into simple, elegant solutions for our customers
- You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft
- Software Renewals: Manage the software renewal process for assigned accounts, ensuring timely and successful contract renewals
- Proactively engage with clients to discuss their current usage, address any concerns, and present upgrade options to ensure customer satisfaction and retention
- Negotiate renewal terms, pricing, and contractual agreements in collaboration with the legal and finance departments
- Upselling and Cross-Selling: Achieve assigned quarterly and annual sales targets by proactively identifying opportunities to upsell and cross-sell additional software licenses, modules, or services to existing clients
- Conduct product demonstrations and presentations to showcase the value and benefits of recommended software enhancements
- Collaborate closely with the sales and marketing teams to develop targeted strategies and campaigns to maximize upselling potential
- Account Planning and Forecasting: Develop account plans and strategies to achieve upselling and renewal objectives
- Monitor account usage and health, revenue performance, and customer satisfaction metrics regularly
- Provide accurate sales forecasts and pipeline updates to management, leveraging CRM tools and reporting systems
- Market Research and Competitive Analysis: Stay updated on industry trends, market dynamics, and competitive landscape within the corporations, higher education and K-12 sectors
- Conduct market research and analysis to identify new business opportunities and potential target accounts
- Collaborate with the marketing team to provide insights and contribute to the development of effective sales and marketing materials
- Client Relationship Management: Develop and maintain strong relationships with key decision-makers and stakeholders in enterprise, higher education and K-12 institutions
- Serve as the primary point of contact for assigned accounts, addressing customer inquiries, and providing excellent customer service
- Understand clients' business needs, objectives, and challenges to identify upselling opportunities and position relevant software solutions
- Within 6 Months (Integration and audit): You have fully mastered the Panopto ecosystem and completed a comprehensive health audit of your assigned Americas territory
- You have established seamless collaborative loops with the Support and Implementation teams, identifying "at-risk" accounts early and implementing "save" strategies that ensure no customer is left behind
- Within 1 Year (First measurable impact on Net Revenue Retention): You have delivered a 100% on-time renewal rate for your portfolio and successfully executed your first major expansion deals
- By shifting from a reactive renewal cycle to a proactive value-based partnership, you have measurably increased the Net Revenue Retention (NRR) within your territory, proving that our customers are not just staying, but growing with us
- Your Legacy (Full ownership of the Americas Strategic Growth Playbook): You are recognized as the definitive subject matter expert for the Americas market
- You have designed and documented a repeatable "Success Playbook" for navigating complex renewals and identifying expansion opportunities that the global Account Management team adopts as a standard
- Your impact is felt not just in the revenue you’ve secured, but in the elevated craft and collective wisdom you’ve shared with the entire organization
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 foundation was 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 in content production.
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
Led by a woman
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
Andrew Herning
(CFO)Previously Senior VP of Finance at Billtrust, CFO at UniTek Global Services, Inc. and American Standard.
Stephen Laster
(CEO)Previously President of D2L, was the Strategic Advisor to the CEO at Ellucian and was the Chief Digital and Learning Officer at Penn Foster.
Amy Clark
(COO)Previously the Chief People Officer at D2L, was a Senior Vice President at Colliers and Manulife.
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