Senior Account Executive, Enterprise (Americas)

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 Overview

The Account Executive at Panopto is accountable for driving mid-market sales and ongoing revenue from the Panopto platform. We're looking for someone with a consultative sales approach and a proven track record of growing client accounts through polished presentation skills. You'll have the autonomy to manage your own success, with a direct impact on increasing annual recurring revenue, acquiring new logos, and fostering customer expansion. Your dedication to providing the best possible experience for our customers will be paramount to your success and ours. 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

• Sales Driven: Exceed monthly, quarterly sales targets by driving new opportunities and expansion opportunities into existing accounts. Exercise sound business judgment, creativity, and resourcefulness in the pursuit of strategic accounts. Write a territory plan and engage with all levels of the executive team to ensure you have the resources you need to accomplish your goals.
• Technology: Develop a thorough knowledge of a complex technology platform and the ability to launch into a demo with the end user’s desired outcomes in mind. Align the Panopto solution with problems you uncover in your customers’ organizations.
• Customer Focus: Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations.
• Collaboration: Partner with the Account Management team to ensure high satisfaction and adoption within your accounts as you continuously upsell and expand into new departments.

Required Qualifications

• Highly self‑motivated with a positive attitude and a deep commitment to customer success and team achievement.
• Demonstrated technical aptitude and intellectual curiosity, coupled with strong organizational skills to manage a wide variety of tasks.
• 7+ years of experience working in a B2B SaaS environment.
• 3+ years of experience managing and closing deals in a fast‑paced technology organization.
• Strong at account planning, prospecting, and garnering the attention of senior executives.
• Excellent communication and presentation skills.
• Ability to effectively demonstrate technology products to audiences of various levels of technical proficiency.
• Experience with Salesforce, Outreach, ZoomInfo or other similar tools.
• Experience selling SaaS solutions within HR, Learning & Development, or adjacent technology markets is a plus.

Salary Range

$120,000 - $140,000 a year

Total Rewards: The salary range for this position is $120,000 - $140,000 USD per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on‑target earnings of $240,000 - $280,000 as part of the compensation package. Base pay offered may vary depending on job‑related knowledge, skills, experience, and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work.

At Panopto, we know that great people make an organization great. We value our people and offer employees benefits that are market competitive for our industry. Learn more about what working at Panopto can mean for you.

At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.

The Team

At Panopto, we believe in simple elegance in everything we do. At Panopto, we don't just talk about accountability; we live it. You'll be stepping into a team of seasoned Account Executives who are deeply embedded in the enterprise sector. We're not just "focused" on enterprise; we're passionately committed to tackling its unique challenges head‑on and passionately supporting this evolving community. This isn’t just a job; it’s a chance to be part of a cohesive, collaborative force driven by a genuine passion for our product and a persistent dedication to our customers. We operate with mutual respect, recognizing and celebrating each other’s commitment to our shared success.

If you’re ready to ignite your career and contribute to a team that truly makes an impact, you’ve found your home.

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 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.