Vice President of Go-To-Market Operations, Panopto
$180-190k
Eligible for a bonus
Salesforce
Marketo
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
$180-190k
Eligible for a bonus
Salesforce
Marketo
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
- 12–18+ years of experience in Revenue Operations, Marketing Operations, or GTM Operations leadership within B2B SaaS
- Proven success leading multi-disciplinary GTM Ops orgs (RevOps + Marketing Ops)
- Deep, hands-on mastery of Salesforce in scaling SaaS environments; able to architect and optimize complex processes and data models
- Strong experience with Marketo or similar enterprise-grade marketing automation platforms
- Expertise in attribution modeling, lead scoring, pipeline analytics, and campaign measurement
- Demonstrated ability to build unified GTM reporting systems and board-ready insights
- Strong people leadership and influencing skills. Capable of uniting teams, setting priorities, and driving accountability. Experience in hybrid or cross functional roles needed
- Analytical, structured, and execution-oriented, with a focus on proactive problem solving
- 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
- Panopto is building a unified, insight-driven go-to-market engine across Marketing, Sales, BDR, and Customer Success. To accelerate this transformation, we are creating a senior GTM Operations leader who will own the strategy, systems, data, processes, reporting, and operating rhythm that power our revenue model
- The VP, Go-To-Market Operations will lead both Revenue Operations and Marketing Operations bringing together two currently siloed functions into a cohesive GTM operating system
- This role will drive operational excellence across Salesforce, our marketing technologies, our ICP reporting framework, pipeline analytics, forecasting, and board-level reporting hygiene
- This is a highly strategic leadership role responsible for elevating how Panopto plans, executes, measures, and optimizes our entire go-to-market motion
- You will partner deeply with the GTM executive leadership team to shape strategy and enable predictable, repeatable revenue growth
- Build and Lead a Unified GTM Operations Function
- Integrate Revenue Operations and Marketing Operations into one cohesive operating model with shared definitions, processes, and data standards
- Lead the Sr. Director of Revenue Operations, the Marketing Operations function, and their teams (analysts, administrators)
- Provide strategic clarity, prioritization, and execution discipline across GTM systems and reporting
- Own the End-to-End GTM Systems Architecture
- Serve as the executive owner of Salesforce ensuring accurate configuration, process scalability, data integrity, and consistent usage across Marketing, Sales, BDR, CS, and Finance
- In partnership with IT, oversee the marketing tech stack including Marketo, Qualified and other enrichment tools, and analytics platforms ensuring interoperability and data hygiene across the full tool ecosystem
- Drive ongoing evaluation of tooling needs with an eye to simplification, scalability, and performance
- Elevate Pipeline Reporting, Forecasting, and Board-Level Hygiene
- Establish a single source of truth for pipeline creation, pipeline velocity, conversion, attribution, and forecast accuracy
- Build the dashboards, scorecards, and monthly/quarterly rhythms used by the ELT, CEO, and board and standardize definitions (MQL, SAL, SQL, SAO, Opp stage movement, win/loss) across functions
- Drive predictive reporting and scenario modeling for pipeline coverage, segmentation, and GTM investments
- Lead ICP Reporting and GTM Analytics
- Architect and maintain our ICP reporting framework including segmentation, pipeline attribution, lead scoring, conversion rates, ROI benchmarks, and “jobs to be done” analytics
- Enable Marketing and Sales to execute ICP-based targeting with precision and visibility
- Partner with Demand Gen, Sales, and Product Marketing on insights that influence campaigns, budgets, and GTM prioritization
- Optimize Lead Management, Routing, and Funnel Health
- Oversee the design and continuous improvement of lead scoring, routing logic, and qualification frameworks across Marketing and Sales
- Ensure speed-to-lead, ICP matching, and SLA compliance between Marketing → BDR → Sales with an aim to solve current breakdowns in routing, database quality, and cross-platform data sync
- Strengthen Marketing Execution and Campaign Operations
- Enable scalable campaign setups in Marketo and Salesforce with consistent tagging, attribution, and measurement ensuring data quality and accuracy across all stages of the funnel
- Provide proactive recommendations to Demand Gen that increase conversion efficiency and marketing ROI
- Drive database hygiene, compliance (GDPR), and global segmentation best practices
- Success Measures (First 12 Months):
- A single unified GTM operating model for all of Marketing Ops + RevOps
- Clean, reliable Salesforce data and reporting used consistently across ELT and board
- Full ICP reporting framework deployed and driving decision-making
- Predictable, accurate pipeline and forecast reporting
- Improved speed-to-lead and lead conversion rates
- Scalable, standardized campaign operations supporting Demand Gen
- Marketing, Sales, BDR, and CS aligned on common definitions and operating rhythms
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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