Senior Account Executive

Company Overview:

Panopto is a dynamic and rapidly growing company backed by a leading private equity firm. With a team of approximately 200 dedicated professionals, we are committed to empowering learners with interactive video.

As we continue to promote growth and expansion, we are seeking an experienced Senior Account Executive to focus on generating new business by cultivating sustainable relationships with potential customers.  

Position Summary:

The Senior Account Executive at Panopto is accountable for driving sales and ongoing revenue from the Panopto platform. We need a motivated salesperson who has a consultative sales approach and a successful track record growing clients with polished presentation skills. You will ultimately be overseeing your own success, ensuring growth in annual recurring revenue, new logo acquisition, and customer growth, while providing the best experience possible for our customers. Other duties may be assigned to help drive our vision and mission to  alignment with our organization’s values.

Work you’ll do:

As the Senior Account Executive at Panopto you serve as the front line face of the company for prospective new clients. You will assist in driving new revenue to help grow the company, discover and assess the needs of potential new clients and present the various solutions we offer to solve those needs. You will also:

• Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations.
• Build and manage a robust pipeline of new and upsell education opportunities, using Salesforce, with a high degree of forecast accuracy and visibility into account activity.
• Develop a thorough knowledge of a complex technology platform and launch into a demo with the end user in mind.
• Partner with a team to provide RFP responses.
• Manage large, complex education prospects to drive full campus deployments.
• Meet and exceed sales quotas.
• Demonstrate experience with the educational technology market.
• Navigate through various levels within a university.
• Build consensus with multiple stakeholders.
• Sell to university leadership, both administrative and academic.
• Negotiate and close new client sales, including reviewing and delivering contracts, pricing, terms and conditions.

• Bachelor's Degree or related experience
• 7+ years experience selling into Higher Education
• Proficient computer skills and ability to learn and utilize new software/hardware.
• Solid record of success and proven ability to sell enterprise solutions.
• Exemplary presentation skills and the ability to demo products live, on-line, on-the-fly, and in front of large audiences.
• Comprehensive knowledge of the Higher Education sector
• Experience with CRMs, proposal/bid writing, and resourceful communication abilities.
• Travel as required throughout multi-state territory.

• SAAS sales experience
• Experience and/or interest in video, search, and digital multi-media 

The Team:

You 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. As the landscape of education evolves, with a surge in online learning and heightened competition for students, our team is fervently committed to supporting this community.

We operate as a cohesive and collaborative unit, driven by a genuine passion for our product and a profound dedication to our customers. Mutual respect and recognition for each other's unwavering dedication to the company are values deeply ingrained within our team culture.

Join Panopto and be part of an exciting journey where your sales expertise will make a significant impact on our growth trajectory. If you're excited about growing new business, we encourage you to apply.

Our people and culture

Panopto’s mission is to help anyone share knowledge using video. Our user base is as diverse as the world’s universities and businesses. Panopto’s commitment to fostering a diverse, 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 not only drives us towards effective solutions but also fuels our drive to continually improve and innovate, ultimately enhancing 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 1,500 companies and universities worldwide with over ten 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.

Hybrid, 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. Still, they must make regular trips to the Pittsburgh office, located on the north side of Pittsburgh along the Three Rivers Heritage Trail with quick access to downtown. 

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.