Senior Account Executive, EDU

🔥 15 hours ago

🇺🇸 United States – Remote

💵 $120k - $130k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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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

• Expand new business across corporate enterprise accounts in the Americas • Drive net-new annual recurring revenue by converting corporate prospects into long-term Panopto partners • Map corporate organizational structures and align executive sponsors, IT security teams, and procurement leads • Conduct consultative discovery meetings and tailored product demonstrations • Manage Salesforce pipeline accuracy, forecasting, account health, and deal progress • Partner with security, legal, and product teams on enterprise RFP responses • Coordinate with Account Managers and Customer Success on clean handoffs and account expansion • Complete product and market onboarding and deliver an initial consultative demonstration • Audit the assigned Americas enterprise territory and build an outbound target list • Secure discovery meetings and build a validated pipeline at least twice the ramped quota • Close corporate enterprise deals and generate net-new ARR • Establish proof-of-concept plans addressing security and technical objections • Collaborate with Marketing to refine target persona messaging • Create a scalable corporate sales blueprint to shorten enterprise sales cycles • Grow Panopto’s corporate learning footprint across the Americas

🎯 Requirements

• Proven experience successfully managing full-cycle sales within a corporate B2B SaaS environment • Demonstrated ability to manage multi-stakeholder deals with HR, Learning & Development, IT Security, and executive leadership • Strong technical aptitude to discuss integrations, video infrastructure, and data security with corporate IT departments • Experience building and executing systematic territory plans for cold enterprise accounts • History of consistently meeting or exceeding quarterly and annual sales quotas • Direct experience selling SaaS platforms in HR, corporate training, Learning & Development, or adjacent knowledge management spaces • Familiarity with enterprise video technologies, digital multimedia, or enterprise search platforms • Active network of corporate learning officers, HR executives, or IT leaders in the Americas • Experience with Salesforce pipeline management • Ability to lead complex security, procurement, and technical evaluations

🏖️ Benefits

• Commission earnings per the Sales Commissions Plan, with on-target earnings of $240,000–$260,000 • Health insurance • Flexible spending accounts • Retirement savings plans • Life and disability insurance programs • Paid and unpaid time away from work • Remote work arrangement