Note: The job is a remote job and is open to candidates in USA. Panopto is a leading customer-centric learning technology company focused on visual and audio-based learning. The Account Executive for Education will drive mid-market sales and revenue expansion across educational institutions in the Americas, managing the full sales cycle and fostering customer relationships.
Responsibilities
- Grow Strategic Territory ARR: Develop and execute a comprehensive territory plan to prospect, manage, and close new mid-market educational logos, ensuring we exceed regional revenue milestones
- Deliver Consultative Demonstrations: Learn Panopto’s video knowledge platform to deliver outcome-oriented demonstrations tailored to solve the unique instructional and technological challenges of diverse educational stakeholders
- Expand Active Accounts: Partner with our Account Management and Customer Success teams to uncover upsell and cross-departmental expansion opportunities within active educational accounts
- Negotiate Academic Agreements: Navigate complex evaluation cycles within higher education and community colleges to secure multi-year agreements that protect margins while setting customers up for long-term platform adoption
- Complete technical platform onboarding, master the nuances of our academic sales cycle, audit your assigned territory to identify high-potential expansion opportunities, and establish a consistent pipeline of new logo opportunities capable of delivering on quarterly revenue targets
- Achieve your annualized quota, convert key high-priority target educational institutions into long-term Panopto partners, and collaborate with account managers to increase expansion revenue by 15% across your book of business
- Establish a highly predictable, repeatable, and customer-centric sales engine in the Americas mid-market education segment
- Proactively surface friction points in the customer experience—such as technical integration hurdles or unique security requirements in academic RFPs—before they are escalated, proposing solutions to our product and engineering teams
- Share work-in-progress, such as custom presentation decks or pilot strategies, for early feedback from sales engineers and account managers, knowing that challenge improves the outcome
- Hold the bar high on your own sales pipeline management and actively share successful prospecting strategies or demo techniques to help develop the sales team around you
- Define your success by closed ARR and actual customer adoption, not just call activity. You flag territory pipeline gaps early and bring a proposed path forward to sales leadership
- Default to the simpler solution in your communication. Your written RFP responses and executive presentations are direct, specific, and free of unnecessary technical or academic filler
Skills
- Proven track record of managing end-to-end sales cycles and closing deals within technology organizations, prioritizing predictable pipeline health over ad-hoc activity
- Strong technical aptitude and a passion for learning complex software, allowing you to easily run tailored platform demonstrations that focus on user outcomes
- Understanding or strong desire to master the unique purchasing processes, procurement cycles, and stakeholder structures typical of higher education
- Experience designing and executing territory or account plans to gain access to and influence senior decision-makers
- Confidently navigate Salesforce, Outreach, ZoomInfo, or equivalent sales tools to maintain clean data and optimize your daily workflows
- Direct experience selling SaaS solutions into HR, Learning & Development, or academic technologies
- A history of successfully driving cross-departmental expansion or upselling existing accounts in collaboration with Customer Success teams
Benefits
- Commission earnings per the Sales Commissions Plan with an on-target-earnings of $180,000 - $200,000 as part of the compensation package
- Opportunity to enroll in a variety of benefit programs such as health insurance
- Flexible spending accounts
- Retirement savings plans
- Life and disability insurance programs
- Programs that provide for both paid and unpaid time away from work
- Employees in this position are eligible to work remotely
- Panopto is proud to be a remote-first company
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