panopto - Senior Strategic Account Manager, Corporate

• Audit Your Portfolio: Conduct a thorough health and opportunity audit of your assigned enterprise account tier, identifying high-risk renewals, immediate expansion pathways, and baseline health indicators. • Map Executive Priorities: Establish direct lines of communication with primary executive stakeholders and L&D leaders across your portfolio, mapping their 12-month corporate learning and business objectives to Panopto's capabilities. • Establish Performance Baselines: Implement routine tracking of key account performance metrics to proactively identify areas of improvement and optimization for your clients. • Secure Core Revenue: Successfully retain and protect key enterprise renewals within your portfolio, achieving or exceeding your net revenue retention (NRR) target. • Execute Expansion Playbooks: Close a minimum of two major account expansions (cross-sell or upsell) by successfully aligning Panopto's advanced features with newly surfaced client business needs. • Your Legacy — Full Ownership of Scale and Governance • Scale Best Practices: Establish a repeatable, documented framework for corporate account governance and value realization that can be scaled across Panopto's global Account Management organization. • Cultivate a Culture of Excellence: Leave a lasting impact on the team through continuous mentorship, elevated negotiation strategies, and an optimized blueprint for managing complex SaaS partnerships. • Values in Action: • Customer First, Always: You proactively surface friction points in the corporate customer experience before they escalate—and propose structural solutions, not just basic reports. • Thrive Together: You share account strategic plans early for feedback, knowing that collective challenge improves the ultimate strategy. You separate critiques of ideas from critiques of people. • Elevate the Craft: You hold the bar high on your account management methodology, investing time in mentoring junior peers and treating every complex renewal as an opportunity to master something new. • Act with Ownership: You define your portfolio’s success by growth and retention outcomes, not just calendar activity. You flag account risks early and present clear, data-driven recovery paths. • Clarity Over Complexity: You simplify enterprise communication. Whether presenting a complex technical solution to a CIO or drafting internal updates, your communication is direct, specific, and free of filler. • You will join a high-performing, strategically focused account management team that reports directly to the Senior Director of Account Management. We operate with a customer-obsessed mindset, working closely with Customer Experience and executive leadership to ensure our clients don’t just use our software, but fundamentally thrive because of it. We regularly stress-test each other's account strategies, collaborate to unlock complex procurement bottlenecks, and share wins to help the whole team level up. • The Foundation for Success: • Enterprise SaaS Mastery: A proven track record of successfully retaining, negotiating, and expanding large, complex enterprise accounts within the United States. • Executive Gravitas: Demonstrated experience building authentic partnerships and influencing strategic decisions at the C-suite and executive tier (HR, IT, L&D leadership). • Commercial and Financial Acumen: Exceptional capability in building data-backed business cases, analyzing account performance metrics, and navigating corporate procurement cycles. • Strategic Communication: Superior presentation and storytelling skills, with an ability to translate technical architecture (like LMS or VCMS software) into clear business value. • Modern Tool Fluency: Proficiency utilizing advanced enterprise CRMs (such as Salesforce) and customer success analytics platforms to forecast pipeline and manage account health effectively. • Commitment to Learning: A foundational understanding of business, sales, or technology principles, backed by a clear trajectory of continuous self-improvement and professional evolution. • What Sets You Apart: • Direct experience managing major account ecosystems within a corporate Learning Management System (LMS) or Video Content Management System (VCMS) vendor framework. • A proven history of successfully navigating complex, multi-layered legal and procurement processes within Fortune 500 enterprise environments. • What Success Looks Like: • Success in this role means your enterprise clients view Panopto not as an external software vendor, but as an indispensable partner in their organizational success. This will be measured directly by steady, predictable portfolio net revenue retention (NRR) and the successful expansion of Panopto's footprint across new departments within your accounts. • Values in Action: • 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 valuable Recruiting 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.