Senior Account Executive, EDU

Job Description

Company Overview:

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 don’t just build software; we obsess over our users’ goals to deliver solutions that truly matter. Our mission is simple: to attract the brightest talent, people like you, to Elevate the Craft and do the most impactful work of your career.

Position Summary In this role, you will have the opportunity to do the most impactful work of your career, elevating your craft while contributing to a team that values lifelong learning. As our Account Executive for Education, you will drive mid-market sales and ongoing revenue expansion from the Panopto platform across educational institutions in the Americas. You will own the full sales cycle—from prospecting to closing—directly increasing annual recurring revenue (ARR), acquiring new logos, and fostering customer expansion. Your dedication to uncovering student and faculty success goals and matching them with our technology will directly shape the future of educational video infrastructure.

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 have the opportunity to…

Within 4-6 Months — Integration and Audit You will 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.

Within 1 Year — First Measurable Impact on Education ARR You will 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.

Your Legacy — Full Ownership of The Americas Mid-Market Education Pipeline You will establish a highly predictable, repeatable, and customer-centric sales engine in the Americas mid-market education segment. By building deep, trusted relationships across academic institutions, you will establish Panopto as the standard for visual and audio learning in your territory.

Values in Action

How We Thrive "You’ll join a team where we challenge ideas, not people, knowing our success depends on our collective wisdom. We believe in simple elegance and holding ourselves accountable to outcomes, not just activity"

The Americas Education Sales team is a collaborative group of seasoned enterprise and mid-market professionals who share a deep respect for the education sector. We partner daily on territory strategies, share insights on academic procurement trends, and run peer-led demo feedback sessions to sharpen our approaches. When an account strategy hits a snag, we jump on strategy sessions to map out a path forward together.

The Foundation for Success

What Sets You Apart

What Success Looks Like

Join Panopto and be part of an exciting journey where your mid-market sales expertise will make a significant impact on our growth trajectory. If you're a proactive and strategic sales professional ready to drive excellence in educational technology acquisition, we encourage you to apply.

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.

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.

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.

• 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.
• Customer First, Always: You 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.
• Thrive Together: You 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. You separate critiques of ideas from critiques of people.
• Elevate the Craft: You 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.
• Act with Ownership: 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.
• Clarity Over Complexity: You 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.
• SaaS Sales Execution: You have a proven track record of managing end-to-end sales cycles and closing deals within technology organizations, prioritizing predictable pipeline health over ad-hoc activity.
• Technical Curiosity: You have a strong technical aptitude and a passion for learning complex software, allowing you to easily run tailored platform demonstrations that focus on user outcomes.
• Academic Market Savvy: You understand or have a strong desire to master the unique purchasing processes, procurement cycles, and stakeholder structures typical of higher education.
• Strategic Account Planning: You have experience designing and executing territory or account plans to gain access to and influence senior decision-makers.
• Sales Technology Fluent: You 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.
• By Day 30: Complete comprehensive Panopto product training, pass your first live demo certification, and complete a detailed review of your assigned territory.
• By Day 60: Execute your first 10 strategic outreach campaigns, initiate active conversations with key decision-makers, and shadow at least 5 live customer negotiations.
• By Day 90: Take full ownership of your mid-market education pipeline, delivering your first qualified sales opportunities and actively advancing them through the evaluation stage.