VP, Go-To-Market Operations

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.

Position Summary:

Panopto is building a unified, insight-driven go-to-market engine across Marketing, Sales, BDR, and Customer Success. To accelerate this transformation, we are creating a senior GTM Operations leader who will own the strategy, systems, data, processes, reporting, and operating rhythm that power our revenue model.

The VP, Go-To-Market Operations will lead both Revenue Operations and Marketing Operations bringing together two currently siloed functions into a cohesive GTM operating system. This role will drive operational excellence across Salesforce, our marketing technologies, our ICP reporting framework, pipeline analytics, forecasting, and board-level reporting hygiene.

This is a highly strategic leadership role responsible for elevating how Panopto plans, executes, measures, and optimizes our entire go-to-market motion. You will partner deeply with the GTM executive leadership team to shape strategy and enable predictable, repeatable revenue growth.

How You’ll Contribute

• Build and Lead a Unified GTM Operations Function
• Integrate Revenue Operations and Marketing Operations into one cohesive operating model with shared definitions, processes, and data standards.
• Lead the Sr. Director of Revenue Operations, the Marketing Operations function, and their teams (analysts, administrators).
• Provide strategic clarity, prioritization, and execution discipline across GTM systems and reporting.
• Own the End-to-End GTM Systems Architecture
• Serve as the executive owner of Salesforce ensuring accurate configuration, process scalability, data integrity, and consistent usage across Marketing, Sales, BDR, CS, and Finance.
• In partnership with IT, oversee the marketing tech stack including Marketo, Qualified and other enrichment tools, and analytics platforms ensuring interoperability and data hygiene across the full tool ecosystem.
• Drive ongoing evaluation of tooling needs with an eye to simplification, scalability, and performance.
• Elevate Pipeline Reporting, Forecasting, and Board-Level Hygiene
• Establish a single source of truth for pipeline creation, pipeline velocity, conversion, attribution, and forecast accuracy.
• Build the dashboards, scorecards, and monthly/quarterly rhythms used by the ELT, CEO, and board and standardize definitions (MQL, SAL, SQL, SAO, Opp stage movement, win/loss) across functions.
• Drive predictive reporting and scenario modeling for pipeline coverage, segmentation, and GTM investments.
• Lead ICP Reporting and GTM Analytics
• Architect and maintain our ICP reporting framework including segmentation, pipeline attribution, lead scoring, conversion rates, ROI benchmarks, and “jobs to be done” analytics.
• Enable Marketing and Sales to execute ICP-based targeting with precision and visibility.
• Partner with Demand Gen, Sales, and Product Marketing on insights that influence campaigns, budgets, and GTM prioritization.
• Optimize Lead Management, Routing, and Funnel Health
• Oversee the design and continuous improvement of lead scoring, routing logic, and qualification frameworks across Marketing and Sales.
• Ensure speed-to-lead, ICP matching, and SLA compliance between Marketing → BDR → Sales with an aim to solve current breakdowns in routing, database quality, and cross-platform data sync.
• Strengthen Marketing Execution and Campaign Operations
• Enable scalable campaign setups in Marketo and Salesforce with consistent tagging, attribution, and measurement ensuring data quality and accuracy across all stages of the funnel.
• Provide proactive recommendations to Demand Gen that increase conversion efficiency and marketing ROI.
• Drive database hygiene, compliance (GDPR), and global segmentation best practices.

• 12–18+ years of experience in Revenue Operations, Marketing Operations, or GTM Operations leadership within B2B SaaS.
• Proven success leading multi-disciplinary GTM Ops orgs (RevOps + Marketing Ops).
• Deep, hands-on mastery of Salesforce in scaling SaaS environments; able to architect and optimize complex processes and data models.
• Strong experience with Marketo or similar enterprise-grade marketing automation platforms.
• Expertise in attribution modeling, lead scoring, pipeline analytics, and campaign measurement.
• Demonstrated ability to build unified GTM reporting systems and board-ready insights.
• Strong people leadership and influencing skills. Capable of uniting teams, setting priorities, and driving accountability.  Experience in hybrid or cross functional roles needed.
• Analytical, structured, and execution-oriented, with a focus on proactive problem solving.

• A single unified GTM operating model for all of Marketing Ops + RevOps.
• Clean, reliable Salesforce data and reporting used consistently across ELT and board.
• Full ICP reporting framework deployed and driving decision-making.
• Predictable, accurate pipeline and forecast reporting.
• Improved speed-to-lead and lead conversion rates.
• Scalable, standardized campaign operations supporting Demand Gen.
• Marketing, Sales, BDR, and CS aligned on common definitions and operating rhythms.

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.