panopto - Account Executive, EDU

• Your Legacy — Full Ownership of The Americas Mid-Market Education Pipeline You will establish a highly predictable, repeatable, and customer-centric sales engine in the Americas mid-market education segment. By building deep, trusted relationships across academic institutions, you will establish Panopto as the standard for visual and audio learning in your territory. • Values in Action • Customer First, Always: You proactively surface friction points in the customer experience—such as technical integration hurdles or unique security requirements in academic RFPs—before they are escalated, proposing solutions to our product and engineering teams. • Thrive Together: You share work-in-progress, such as custom presentation decks or pilot strategies, for early feedback from sales engineers and account managers, 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 sales pipeline management and actively share successful prospecting strategies or demo techniques to help develop the sales team around you. • Act with Ownership: You define your success by closed ARR and actual customer adoption, not just call activity. You flag territory pipeline gaps early and bring a proposed path forward to sales leadership. • Clarity Over Complexity: You default to the simpler solution in your communication. Your written RFP responses and executive presentations are direct, specific, and free of unnecessary technical or academic filler. • How We Thrive "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" • The Americas Education Sales team is a collaborative group of seasoned enterprise and mid-market professionals who share a deep respect for the education sector. We partner daily on territory strategies, share insights on academic procurement trends, and run peer-led demo feedback sessions to sharpen our approaches. When an account strategy hits a snag, we jump on strategy sessions to map out a path forward together. • The Foundation for Success • SaaS Sales Execution: You have a proven track record of managing end-to-end sales cycles and closing deals within technology organizations, prioritizing predictable pipeline health over ad-hoc activity. • Technical Curiosity: You have a strong technical aptitude and a passion for learning complex software, allowing you to easily run tailored platform demonstrations that focus on user outcomes. • Academic Market Savvy: You understand or have a strong desire to master the unique purchasing processes, procurement cycles, and stakeholder structures typical of higher education. • Strategic Account Planning: You have experience designing and executing territory or account plans to gain access to and influence senior decision-makers. • Sales Technology Fluent: You confidently navigate Salesforce, Outreach, ZoomInfo, or equivalent sales tools to maintain clean data and optimize your daily workflows. • What Sets You Apart • Direct experience selling SaaS solutions into HR, Learning & Development, or academic technologies. • A history of successfully driving cross-departmental expansion or upselling existing accounts in collaboration with Customer Success teams. • What Success Looks Like • By Day 30: Complete comprehensive Panopto product training, pass your first live demo certification, and complete a detailed review of your assigned territory. • By Day 60: Execute your first 10 strategic outreach campaigns, initiate active conversations with key decision-makers, and shadow at least 5 live customer negotiations. • By Day 90: Take full ownership of your mid-market education pipeline, delivering your first qualified sales opportunities and actively advancing them through the evaluation stage. • Values in Action • What Sets You Apart • 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 valuableRecruiting Tipsfrom 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. • 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.