Note: The job is a remote job and is open to candidates in USA. Panopto is a customer-centric learning technology company that leads in visual and audio-based learning. They are seeking an Account Executive for Education to 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
- 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.
- 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 Employee Experience department.
Company Overview