Senior Account Executive, ANZ

Job not on LinkedIn

🔥 0 minutes ago

🇦🇺 Australia – Remote

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Panopto

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2007

☁️ SaaS

📚 Education

🏢 Enterprise

💰 Private Equity Round on 2021-04

SaaS • Education • Enterprise

Panopto is an AI-powered platform designed to simplify the use of video for capturing, managing, and sharing information across organizations. It provides tools for creating, curating, and searching a library of video-based knowledge assets, making learning and training more accessible and impactful. With features like lecture capture, virtual training, and video management, Panopto serves industries such as higher education, corporate training, and more. The platform integrates AI-powered tools to enhance accessibility, engagement analytics, and knowledge discovery, supporting institutions to adapt to flexible and scalable learning and working environments.

📋 Description

• Own the end-to-end sales cycle from prospecting and pipeline generation to contract negotiation • Drive Panopto's growth across Australia and New Zealand • Establish deep, productive relationships across target SLED and Enterprise accounts • Understand prospect goals and surface friction points early • Position Panopto solutions to solve learning challenges • Uncover complex learning needs across functional and technical audiences • Build compelling business cases • Present customized product demonstrations connecting Panopto's capabilities to end-user outcomes • Lead multi-stakeholder Tender and RFP responses • Guide prospects through evaluation phases • Negotiate commercial contract terms and pricing • Build and manage a pipeline of 50+ target accounts in Salesforce • Maintain operational transparency and forecast accuracy • Audit current ANZ accounts and active leads • Establish outbound prospecting sequences targeting 50+ key accounts • Submit SLED/Enterprise RFP responses • Achieve 100% of annual sales quota by converting qualified pipeline into multi-year enterprise contracts • Establish a predictable, scalable ANZ sales playbook driving ARR expansion • Complete product onboarding and deliver a practice demonstration to sales leadership • Engage priority SLED/Enterprise target accounts and establish outreach sequences for new outbound leads • Maintain an accurate quarterly forecast in Salesforce

🎯 Requirements

• Proven track record of managing complex B2B SaaS or PaaS sales cycles lasting 6+ months within enterprise or education (SLED) markets • Experience building and maintaining a pipeline of 50+ accounts in Salesforce • Experience maintaining accurate forecasting metrics • Ability to identify multifaceted use cases • Ability to translate technical capabilities into clear value propositions • Ability to conduct tailored end-user demonstrations • Hands-on experience responding to government/educational tenders • Experience reviewing pricing models • Experience negotiating commercial contract terms • Established relationships and an active professional network within Higher Education institutions or SLED procurement bodies in Australia and New Zealand • Background scaling revenue in private equity-backed or high-growth SaaS environments

🏖️ Benefits

• Employees in this position are eligible to work remotely • Remote-first company • Equal Opportunity Employer • Reasonable accommodation for applicants with disabilities • Human oversight in all hiring decisions • Manual review option for concerns regarding AI-assisted assessment