Panopto
E-Learning / EdTech
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Company Overview:
At Panopto, we are the most customer-centric learning technology company in the world. As the leader in visual and audio-based learning, we empower organizations to share knowledge effortlessly in a capture and post-capture world. We don’t just build software; we obsess over our users’ goals to deliver solutions that truly matter. Our mission is simple: to attract the brightest talent, people like you, to Elevate the Craft and do the most impactful work of your career.
To enhance our team we are seeking an experienced Senior Account Executive, Enterprise to expand new business across our corporate enterprise accounts in the Americas.
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 a Senior Account Executive, Enterprise, you will serve as the commercial engine driving our corporate growth in the Americas. You will uncover, navigate, and close high-value business agreements with mid-market and large corporations looking to transform how they train, onboard, and retain knowledge. This role requires a consultative partner who can lead stakeholders through complex security, procurement, and technical evaluations to achieve successful company-wide deployments.
You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft.
Acquire New Enterprise Logos: Drive net-new annual recurring revenue (ARR) by converting corporate prospects into long-term Panopto partners.
Navigate Complex Procurement: Map out corporate organizational structures to build alignment with executive sponsors, IT security teams, and procurement leads.
Run Consultative Discoveries & Demos: Master Panopto's technical capabilities to deliver tailored demonstrations that address specific corporate training and knowledge-sharing friction points.
Maintain Salesforce Integrity: Manage your pipeline with disciplined accuracy, providing leadership with clear visibility into forecasting, account health, and deal progress.
Execute Competitive RFPs: Partner with security, legal, and product teams to assemble highly accurate, compelling responses to enterprise RFPs.
Partner with Customer Success: Align with Account Managers to design clean handoffs, ensuring high adoption rates that pave the way for future account expansion.
Complete product and market onboarding, successfully delivering your first consultative demonstration to a corporate prospect.
Audit your assigned Americas enterprise territory to identify, prioritize, and build a strategic outbound target list.
Secure initial discovery meetings and build a validated pipeline equal to at least twice your ramped quota.
Close your first corporate enterprise deals in the Americas, generating predictable Net New ARR.
Improve deal cycle velocity by establishing standardized proof-of-concept plans that address common security and technical objections early.
Collaborate with Marketing to refine target persona messaging based on insights gained from your active deal cycles.
Establish a repeatable, highly scalable corporate sales blueprint that helps other team members shorten enterprise sales cycles at Panopto.
Deepen Panopto’s footprint in the corporate learning space, making our video platform the gold standard for knowledge sharing across the Americas.
Customer First, Always: You proactively surface friction points in the customer experience before they are escalated — and propose solutions, not just reports.
Thrive Together: You share work-in-progress for early feedback, knowing that challenge improves the outcome. You separate critiques of ideas from critiques of people.
Elevate the Craft: You hold the bar high on your own work and invest in developing those around you. You treat every project as an opportunity to learn something new.
Act with Ownership: You define success by outcomes, not activity. You flag problems early and bring a proposed path forward, not just the problem.
Clarity Over Complexity: You default to the simpler solution. Your written communication — internal or external — is direct, specific, and free of filler.
"You’ll join a team where we challenge ideas, not people, knowing our success depends on our collective wisdom. We believe in simple elegance and holding ourselves accountable to outcomes, not just activity"
In the Enterprise Sales team, we operate on mutual support and real-time collaboration. We hold weekly virtual deal clinics to brainstorm complex procurement hurdles and review upcoming presentations together. When a strategic deal stalls, we rally as a team to unlock the account, leveraging our collective network and resources to help you cross the finish line.
B2B SaaS Expertise: Proven experience successfully managing full-cycle sales within a corporate B2B SaaS environment.
Complex Deal Orchestration: Demonstrated ability to manage multi-stakeholder deals, engaging smoothly with HR, Learning & Development, IT Security, and Executive leadership.
Technical Literacy: Strong technical aptitude that allows you to confidently discuss integrations, video infrastructure, and data security with corporate IT departments.
Account Planning: Experience building and executing systematic territory plans to target, warm up, and break into cold enterprise accounts.
Outcome-Driven Mindset: A history of consistently meeting or exceeding quarterly and annual sales quotas through strategic ownership of your business.
Direct experience selling SaaS platforms in HR, corporate training, Learning & Development (L&D), or adjacent knowledge management spaces.
Familiarity with enterprise video technologies, digital multi-media, or enterprise search platforms.
An active network of corporate learning officers, HR executives, or IT leaders in the Americas.
By day 90, you will have completed your onboarding, successfully delivered an outcome-based platform demonstration to the sales team, and validated your strategic territory expansion plan. You will have initialized outreach into your target accounts, leading active, qualified conversations with key corporate stakeholders.
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.
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.
We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here.
Recruiting Tips: From crafting an impressive resume to presenting your best self during our interviews, we're dedicated to ensuring you feel well-prepared and self-assured as you embark on opportunities at Panopto. Discover some valuable Recruiting Tips from our team.
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 people and culture
Panopto’s mission is to be the leader in visual and audio-based learning in a capture and post-capture world. Our user base is as diverse as the world’s universities and businesses. Panopto’s commitment to fostering a fair, equitable, and inclusive culture empowers each member of our team to express their authentic selves, contribute their distinct perspectives and make a meaningful impact both individually and collectively. This inclusive environment not only encourages creativity and the free exchange of ideas but also harnesses the power of varied viewpoints. As a result, we are better equipped to tackle our most intricate challenges, leveraging the wealth of different experiences and backgrounds within our team. This collaborative spirit empowers us to challenge ideas (not people) recognizing that our shared success relies on collective wisdom. It drives us to continuously improve and innovate, ultimately elevating the quality of our products and services. It’s what sets Panopto apart as a unique and rewarding place to work.
Our purpose
We believe that video can have a transformative effect on learning. So we built a video knowledge management platform that helps businesses and universities improve the way that they train, teach, and share knowledge. Since 2007, we have been a pioneer in video capture software, video management, and inside-video-search technology. Panopto has been adopted by more than 1,600 companies and universities worldwide with over 11 million end users. Today, Panopto’s knowledge management platform is the largest repository of expert learning videos in the world. A proud remote-first company, Panopto is headquartered in Pittsburgh, with offices in London, Hong Kong, Singapore, and Sydney, and has received industry recognition for its innovation, rapid growth, and company culture.
Panopto is an Equal Opportunity Employer.
We value and encourage diversity and solicit applications from all qualified individuals which will receive consideration for employment without regard to race, color, religion, sex, marital status, sexual orientation, gender identity or expression, national origin, age, disability or protected veteran status, or any other legally protected criteria, in accordance with applicable law. Panopto is committed to providing reasonable accommodation to applicants with disabilities. If you require accommodation for interviewing or otherwise participating in the employee selection process, please provide more detail on how we can further support you by reaching out to the Employee Experience department.
Remote, US: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely.
Remote, International: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Still, they may make regular trips to the local international office from time to time, where applicable.
Use of Artificial Intelligence (AI):
Panopto may utilize artificial intelligence (AI) tools to assist in our recruitment and evaluation process. This may include analyzing resumes, assessing skills, and generating insights to help identify qualified candidates.
Please be assured that AI tools are used to support our team, and all final hiring decisions are made by human reviewers. Panopto hiring teams will thoroughly review your application and assessment results. AI is not used to make final decisions regarding your candidacy.
By submitting your application and participating in the recruitment process, you acknowledge and consent to Panopto's use of AI tools as described above.
We are committed to full compliance with all applicable labor laws, including Equal Employment (EEOC) laws, across all our company entities.
To ensure fairness and transparency: We have human oversight in all hiring decisions. If you have concerns regarding the use of AI in your assessment, please contact Panopto Talent Attraction to request a manual review of your application. Please be aware that while we offer this option, the manual review process may take longer than the standard AI-assisted process.
Any data collected during this process, including video recordings if applicable, will be retained only for the duration necessary to fulfill the hiring purpose and will be deleted shortly thereafter once the role is filled.
We may utilize vendor tools to assist with the AI process. Vendor functions are ‘skill assessments' or 'resume analysis'.
Panopto is dedicated to a fair and equitable hiring process for all candidates.
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