Fast Facts

Join Panopto as a Sales Development Representative for the Americas, where you'll generate leads, qualify prospects, and contribute to innovative sales strategies in a collaborative team environment.

Responsibilities: You will build a sales pipeline by following up on inbound leads and conducting outbound prospecting calls, qualifying leads, and collaborating with sales teams to drive revenue.

Skills: Required skills include fluency in English, experience with CRM systems like Salesforce, strong communication abilities, and a knack for time management and organization.

Qualifications: Preferred qualifications include proficiency with productivity tools, technology sales experience, and a proven record of meeting or exceeding sales targets.

Location: This is a fully remote position based in the US with opportunities for travel to local offices as needed.

Compensation: $70000 - $75000 / 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.

To enhance our team we are seeking a motivated sales development professional to join our Americas team here at Panopto and make a visible difference for our business.

Position Summary:

As a Sales Development Representative, you own everything to do with generating new qualified leads for our sales pipeline: strategy, planning, and making it happen. You own specific activity targets for qualifying potential customers from both inbound (they contact us) or outbound (we contact them) initiatives. In addition to these and other activity targets, you explore and recommend new creative outbound sales initiatives to drive qualified sales leads.

Our sales development team is accountable for meeting monthly and quarterly targets and is responsible for two things. First, speaking with and qualifying inbound sales leads. Second, developing new sales opportunities through outbound prospecting.

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

• Build Pipeline: Source new sales opportunities through inbound lead follow-up, outbound cold calls, and emails. 
• Prospecting: Perform effective discovery calls with prospects and attend in-person trade shows and exhibitions to meet prospects. Understand how the Panopto platform is used by our customers to effectively qualify prospects based on their needs and requirements. 
• Qualifying Leads: Research accounts, identify key players and generate interest to maintain and expand your database of prospects within your assigned territory. 
• Team Collaboration: Collaborate on and develop your own demand generation through the creation of campaigns, sales leads and initiation of prospect calls. Assist and partner with sales people to help them bring new customers on board. Route qualified opportunities to the appropriate sales executives for further development and closure. 

Required Qualifications:

• Fluency in English.
• Experience working with Salesforce.com or similar CRM, Outreach, or ZoomInfo. 
• Proven inside sales or sales development experience converting prospects. 
• Solid experience in opportunity qualification, pre-call planning and call control. 
• Strong phone presence and experience dialing dozens of calls per day.
• Ability to stay organized, multi-task, prioritize, and manage time effectively.
• An interest in continuous learning and love trying new things.

Preferred Qualifications:

• Proficiency with corporate productivity and web presentation tools. 
• Experience with technology and/or B2B sales.
• Previous success qualifying opportunities involving multiple key decision makers.
• Track record of over-achieving quotas, targets or goals. 

$70,000 - $75,000 a year

Total Rewards:

The total compensation salary range for this position is $70,000 - $75,000 USD, per year. The base salary for this position is $48,000 -$50,000 USD per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of 22,000 - 25,000 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:

The Sales Development Team at Panopto is a globally diverse team which focuses on building the New Business Pipeline at Panopto. This is primarily done through qualifying leads (both inbound and outbound), setting up meetings and demos for our Account Executives who work to then close the new business deals. You will play a key role in making sure that Panopto is able to achieve its vision of helping democratize video learning for educational institutions and corporations, while building core sales leadership skills in the process. 

The Americas team is composed of four Account Executives and two Sales Engineers covering North America, Latin America and surrounding territories. The team has a tight knit culture of Account Executives (AEs), Sales Development Representatives (SDRs), Sales Engineers, and marketing leaders working collaboratively to ensure an exceptional journey for leads from initial prospects to becoming our customers and beyond. The SDR team is composed of three team members in America, one team member in the UK, one in Singapore and a group of contractors that primarily focus on outbound outreach and lead enrichment based in Serbia.

Join Panopto and be part of an exciting journey where your passion for working in a collaborative environment will make a significant impact on our growth trajectory. We're looking for people with excellent communication and listening skills, a genuine interest in what we do, and a fantastic attitude when faced with business challenges.

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.