Fast Facts

Panopto is seeking an experienced Account Executive to drive new business across educational accounts in the Americas, focusing on building relationships and understanding customer needs to deliver impactful video-based learning solutions.

Responsibilities: You will drive customer value by understanding their challenges, exceed sales targets through new and existing accounts, and develop technology expertise to tailor solutions during product demos, all while fostering lasting relationships with customers.

Skills: Candidates should have a strong background in B2B SaaS sales, with skills in account planning, prospecting, and excellent communication and presentation abilities.

Qualifications: Preferred qualifications include at least 2 years of experience in B2B SaaS environments, a passion for building customer relationships, and familiarity with tools like Salesforce and ZoomInfo.

Location: The position is fully remote within the US, allowing flexibility in work arrangements.

Compensation: $85000 - $95000 / Annually

Company Overview:

At Panopto, we are driven by a powerful purpose: to be the leader in visual and audio-based learning. We do this by empowering learners with interactive video and by obsessively understanding our users' goals and delivering solutions that truly matter. Backed by a leading private equity firm, we are a team of approximately 200 professionals dedicated to doing the most impactful work of our careers.

As we continue to promote growth and expansion, we are seeking an experienced Account Executive to drive new business across our educational institution accounts in the Americas. 

Position Overview:

At Panopto, our Account Executives put the customer at the center of everything we do. You’ll thrive on uncovering opportunities where our platform can make a real impact, turning first conversations into lasting partnerships. You’re energized by understanding a prospect’s world, solving their challenges, and building relationships that grow deeper over time. 

In this role, you’ll focus on mid- market outbound outreach, proactively connecting with high-value prospects, listening intently to their needs, and delivering solutions that drive their success. You’ll own the entire sales cycle, ensuring every touchpoint reflects our commitment to an exceptional customer experience. Your success will be measured not only in new logos and revenue growth, but in the trust, satisfaction, and long-term value you create for every customer you bring on board. You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft. 

How You’ll Contribute...

In this role, you will:

• Driving Customer Value
• Your role is to understand our customers' biggest challenges and help them solve those problems with our technology. By focusing on their needs first, you'll naturally uncover new opportunities within their organizations and expand our existing partnerships. This involves using sound business judgment and creativity to build strategic relationships with key stakeholders. You'll also need to proactively engage with our executive team to ensure you have the resources you need to deliver an exceptional experience for your customers.
• Sales Driven: Exceed monthly, quarterly sales targets by driving new opportunities and expansion opportunities into existing accounts. Exercise sound business judgment, creativity, and resourcefulness in the pursuit of strategic accounts. Write a territory plan and engage with all levels of the executive team to ensure you have the resources you need to accomplish your goals.
• Deep Technology Expertise
• We expect you to become an expert on our complex platform, but not for the sake of knowing the technology. Your expertise should be used to directly address customer pain points. When you conduct a demo, it should be tailored to the user's specific desired outcomes, demonstrating exactly how our solution will solve their problems and improve their daily work.
• Technology: Develop a thorough knowledge of a complex technology platform and the ability to launch into a demo with the end user’s desired outcomes in mind. Align the Panopto solution with problems you uncover in your customers’ organizations.
• Building Lasting Relationships
• Building and maintaining strong, productive relationships with customers at all levels of an organization is key. By focusing on their needs and demonstrating our value, you will become a reliable partner. This approach also extends to our internal partnerships. You will work closely with the Account Management team to ensure our customers are not only satisfied but are also successfully adopting and utilizing our platform. This collaboration is crucial for identifying new opportunities to help them grow and succeed.
• Customer Focus: Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations.
• Collaboration: Partner with the Account Management team to ensure high satisfaction and adoption within your accounts as you continuously upsell and expand into new departments.

Required Qualifications:

• Passionate, self-motivated, with a positive attitude and passion for building customer relationships and being part of a high-performing sales team
• Curious, technically adept, and able to balance a wide variety of tasks
• 2+ years of experience working in a B2B SaaS environment
• 1+ years of experience managing and closing deals in a fast-paced technology organization
• Strong at account planning, prospecting, and garnering the attention of senior executives 
• Excellent communication and presentation skills 
• Ability to effectively demonstrate technology products to audiences of various levels of technical proficiency  
• Experience with Salesforce, Outreach, ZoomInfo or other similar tools

$85,000 - $95,000 a year

Total Rewards:

The salary range for this position is $85,000 - $95,000 USD per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of $170,000 - $190,000 USD as part of the compensation package.

Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work. At Panopto, we know that great people make an organization great. We value our people and offer employees benefits that are market competitive for our industry. Learn more about what working at Panopto can mean for you.

At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.

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 you’ll bring a proven track record of complex B2B SaaS, software, or platform-as-a-service sales to a dynamic, rapidly growing market. We encourage you to apply.

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 tips from 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.

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 1,600 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.

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 People Experience department.

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.

Use of Artificial Intelligence (AI):

Panopto may utilize artificial intelligence (AI) tools to assist in our recruitment and evaluation process. This may include analyzing resumes, assessing skills, and generating insights to help identify qualified candidates.

Please be assured that AI tools are used to support our team, and all final hiring decisions are made by human reviewers. Panopto hiring teams will thoroughly review your application and assessment results. AI is not used to make final decisions regarding your candidacy.

By submitting your application and participating in the recruitment process, you acknowledge and consent to Panopto's use of AI tools as described above.

We are committed to full compliance with all applicable labor laws, including Equal Employment (EEOC) laws, across all our company entities.

To ensure fairness and transparency: We have human oversight in all hiring decisions. If you have concerns regarding the use of AI in your assessment, please contact Panopto Talent Attraction to request a manual review of your application. Please be aware that while we offer this option, the manual review process may take longer than the standard AI-assisted process.

Any data collected during this process, including video recordings if applicable, will be retained only for the duration necessary to fulfill the hiring purpose and will be deleted shortly thereafter once the role is filled.

We may utilize vendor tools to assist with the AI process. Vendor functions are ‘skill assessments' or 'resume analysis'.

Panopto is dedicated to a fair and equitable hiring process for all candidates.