Head of Sales Enablement

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.

To promote Panopto's growth and expansion, we seek an experienced Sales Enablement leader to drive the execution of sales enablement for our Account Executives and Sales Development Representatives.

Position Overview: 

We’re seeking a strategic, hands-on Head of Sales Enablement who will be an important driver of enablement strategy across Panopto’s global sales organization. While this is an individual contributor role, it requires an executive-level leader who can build and lead a comprehensive sales enablement strategy.

Reporting to the COO as part of the GTM Operations function, this role will will lead onboarding, training, and continuous development of our AE new business, channel, account & customer management and SDR teams, design and deliver enablement programs that accelerate productivity, align to our ICP and pipeline strategy, and drive measurable outcomes in win rates, deal velocity, and sales effectiveness.

You will partner closely with the SVP Sales & Strategy and  SVP Customer Experience and our functional leaders in Sales, Marketing, Product, and RevOps to ensure our GTM teams know what to sell, who to sell to, how to sell it—and why it matters.

How you’ll Contribute...

• Enablement Strategy and Leadership
• Build and lead a scalable enablement strategy aligned to Panopto’s GTM and growth goals.
• Translate ICP strategy and product positioning into practical sales guidance and success metrics.
• Act as the connective tissue between GTM, Product, and Marketing—ensuring message alignment and readiness.

• Onboarding, Ramping and Training
• Design and deliver onboarding programs that reduce AE/SDR ramp time and improve time-to-first-deal.
• Launch role-based, ongoing training that evolves with the business—product knowledge, competitive positioning, and sales plays.
• Drive adoption of methodologies that support pipeline growth and movement.

• Product Launch Enablement
• Design and lead enablement for new product and feature launches, ensuring sales teams receive timely training, playbooks, demos, and customer value messaging, along with clear assessments to validate skill mastery and readiness.
• Translate complex product capabilities into clear, compelling customer use cases and sales strategies.

• Tools and Resources Development
• Oversee the creation of sales playbooks, competitive battle cards, and other enablement materials.
• Optimize the use of sales tools, such as CRM and analytics platforms, to improve productivity and decision-making.
• Ensure consistent communication and alignment across sales, marketing, and product teams.

• Performance and Analytics
• Develop metrics to assess the impact of enablement initiatives on sales performance.
• Regularly analyze and report on enablement program effectiveness to the COO, CRO, and ELT; using insights to refine strategies.
• Provide targeted coaching and resources to individual sales reps based on performance data, ensuring underperforming reps receive personalized support.

• Collaboration & Influence Across Teams
• Collaborate with Marketing to align campaigns and content with field readiness.
• Influence Sales and Product stakeholders to embed enablement in GTM planning cycles.
• Serve as a key contributor in GTM strategy conversations with the COO and CRO.
• Foster collaboration between global and regional sales teams to share best practices and ensure consistency.

• Bachelor’s degree in Business, Marketing, Communications, or related field (MBA preferred).
• 7+ years of experience in sales enablement, training, or related fields, with 3+ years in a leadership capacity.
• Demonstrated ability to design and lead global enablement programs that drive measurable sales results.
• Expertise in enablement tools and sales technologies (CRM, LMS, analytics, and sales engagement platforms).
• Strong analytical skills; comfortable developing metrics, dashboards, and ROI reporting for executive audiences.
• Proven success building enablement content and resources (playbooks, battle cards, competitive guides, etc.).
• Outstanding facilitation, communication, and storytelling skills.
• Highly collaborative with strong influence skills; able to lead without direct authority.
• Comfortable operating as a high-powered individual contributor with C-level visibility.

• Strategic Thinking: Ability to align marketing strategies with business goals.
• Leadership: Strong team leadership skills with a focus on mentoring and team development.
• Collaboration: Skilled in working cross-functionally and fostering relationships across teams.
• Creativity: Innovative mindset to create compelling marketing initiatives.
• Data-Driven: Strong analytical skills to measure the effectiveness of campaigns and make informed decisions.

The Team:

The Head of Sales Enablement will report directly to the Chief Operating Officer (COO) with dotted line working very closely with the SVP Sales & Strategy and SVP Customer Experience, and play a pivotal role in enabling Panopto’s salesforce to reach its highest potential. This role will serve as a key cross-functional liaison, collaborating with Revenue, Marketing, and Product teams across the organization to ensure alignment, resource availability, and seamless execution of sales enablement initiatives.

The objective of this role is to create a unified and high-performing sales ecosystem by enabling the salesforce with tools, knowledge, and resources that empower them to exceed revenue targets while fostering alignment across all revenue and product teams.

This structure ensures the role is both strategic and operational, driving impactful outcomes across Panopto’s sales and revenue functions.

Join Panopto and be part of an exciting journey where your marketing expertise will be critical to our growth. If you're a proactive marketing leader, 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 valuable recruiting 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.