For companies:
For professionals:
For everyone:
For developers:
Responsibilities
Company OverviewAt Panopto, we are driven by a powerful purpose: to be the leader in visual and audio-based learning. We empower learners with interactive video and obsessively understand our users' goals and delivering solutions that truly matter. Backed by a leading private equity firm, we are a team of approximately 200 professionals dedicated to doing the most impactful work of our careers.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.Position OverviewAt 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. You’re energized by understanding a prospect’s world, solving their challenges, and building relationships that grow deeper over time.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.How You’ll Contribute:In this role, you will:Driving Customer Value 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.Deep Technology Expertise 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 Lasting Relationships 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.Required Qualifications:Passionate, self-motivated, with a positive attitude and passion for building customer relationships and being part of a high-performing sales teamCurious, technically adept, and able to balance a wide variety of tasks2+ years of experience working in a B2B SaaS environment1+ years of experience managing and closing deals in a fast-paced technology organizationStrong at account planning, prospecting, and garnering the attention of senior executivesExcellent communication and presentation skillsAbility to effectively demonstrate technology products to audiences of various levels of technical proficiencyExperience with Salesforce, Outreach, ZoomInfo or other similar toolsThe TeamYou will be joining an established team of Account Executives at Panopto, possessing up to 13 years of experience. Our focus lies within the higher education sector, where we are dedicated to addressing the distinctive challenges prevalent in this domain. We are committed to supporting this community and working collaboratively with mutual respect and dedication to the company.Beyond the RequirementsWe encourage you to apply even if you don’t meet every requirement. We are eager to meet people who believe in our mission and can contribute in a variety of ways. We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here.Recruiting TipsFrom crafting an impressive resume to presenting your best self during our interviews, we’re dedicated to ensuring you feel well-prepared. The standard interview process includes Application Review, Recruiter Call, Video Interview & Assessment, Hiring Manager Call, Interview Loop, Debrief, Offer.Our people and culturePanopto’s mission is to be the leader in visual and audio-based learning in a capture and post-capture world. Our user base spans universities and businesses. We are dedicated to fostering a fair, equitable, and inclusive culture that empowers each member to express their authentic selves, contribute diverse perspectives, and make a meaningful impact. This collaborative spirit empowers us to challenge ideas and drive innovation.Our purposeWe believe video can transform learning. We built a video knowledge management platform that helps businesses and universities train, teach, and share knowledge. Since 2007 we’ve been a pioneer in video capture software, video management, and inside-video-search technology. Panopto serves thousands of companies and universities worldwide with over 11 million end users. Panopto is remote-first, headquartered in Pittsburgh, with offices in London, Hong Kong, Singapore, and Sydney. Panopto is recognized for innovation, growth, and culture.Remote, USCandidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is remote-first. Employees in this position are eligible to work remotely.Remote, InternationalCandidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is remote-first and may require regular trips to the local international office from time to time.Use of Artificial Intelligence (AI)Panopto may use AI tools to assist in recruitment and evaluation, including resume analysis and skills assessment. Final hiring decisions are made by humans. If you have concerns, contact Panopto Talent Attraction for a manual review.We are committed to transparency about our AI usage and data processing.
This job post is closed.