Account Executive, EDU at Panopto

At Panopto, we are the most customer-centric learning technology company in the world. As the leader in visual and audio-based learning, we empower organizations to share knowledge effortlessly in a capture and post-capture world. We do not just build software. We obsess over our users’ goals to deliver solutions that truly matter. Our mission is to attract the brightest talent to Elevate the Craft and do the most impactful work of your career.

The role

We are looking for a Senior Account Executive to join our team on a full-time basis. This is a remote position based in the United States. In this role, you will drive mid-market sales and revenue expansion for the Panopto platform across educational institutions in the Americas. You will own the full sales cycle, from initial prospecting to closing, while uncovering the unique goals of faculty and students to shape the future of educational video infrastructure.

Core responsibilities

• Grow Strategic Territory ARR: Develop and execute a comprehensive plan to prospect, manage, and close new mid-market educational logos.
• Deliver Consultative Demonstrations: Master our video knowledge platform to provide outcome-oriented demonstrations that address the specific instructional and technical challenges of educational stakeholders.
• Expand Active Accounts: Partner with our Account Management and Customer Success teams to identify and secure upsell and cross-departmental expansion opportunities within existing educational accounts.

Skills and experience

• Proven track record of success in SaaS sales, specifically managing end-to-end sales cycles.
• Strong technical aptitude with the ability to learn complex software and deliver tailored demonstrations.
• Familiarity with the unique procurement cycles, purchasing processes, and stakeholder structures within higher education.
• Experience in strategic account planning to influence senior decision-makers.
• Fluency in sales technologies such as Salesforce, Outreach, and ZoomInfo.
• Excellent communication skills in English.

Compensation and benefits

We are proud to be a remote-first company, offering our employees the flexibility to work from home.

How to apply

If you are a proactive and strategic sales professional ready to drive excellence in educational technology, we would love to hear from you. Please submit your application to begin the process. We encourage you to apply even if you do not feel you meet every single requirement, as we value diverse perspectives and are eager to meet people who believe in our mission. Our hiring process includes an application review, a recruiter call, a video interview and assessment, a hiring manager call, and an interview loop.