Sales Development Representative

Panopto

7d • $45,000 - $50,000 • Remote

About The Position

Panopto is seeking a motivated Sales Development Representative to generate qualified leads for its sales pipeline. The role owns the strategy, planning, and execution of inbound and outbound prospecting activity, including activity targets and recommendations for creative outbound campaigns. The representative researches target accounts, identifies decision-makers—particularly C-level, VP, and Director stakeholders in HR and IT—and qualifies potential customers through discovery calls and other outreach. The role represents Panopto at in-person trade shows and exhibitions, develops knowledge of the Panopto platform to assess prospect needs, and works closely with Account Executives to advance qualified opportunities.

The successful candidate will complete onboarding and learn the platform, value proposition, and sales tools; achieve activity and qualified-lead targets; build effective partnerships with regional Account Executives; and contribute new outbound messaging campaigns and scalable demand-generation frameworks. Panopto is a remote-first company, and employees in this position are eligible to work remotely.

Requirements

• Bachelor’s degree or equivalent practical experience.
• One to two years of experience working in a sales role in any industry, or completion of a sales/customer-facing internship, preferably in SaaS/Tech or fundraising.
• Proven inside sales or sales development experience converting prospects and a track record of meeting or exceeding targets.
• Experience with opportunity qualification, pre-call planning, and confident phone control.
• Hands-on experience with Salesforce or a similar CRM, Outreach, and lead enrichment tools such as Lusha or ZoomInfo.
• Ability to stay organized, multitask, prioritize, and manage time effectively in a fast-paced environment.
• Excellent communication and listening skills, a genuine interest in Panopto’s work, and a positive attitude when facing business challenges.

Nice To Haves

• Previous experience in B2B technology or SaaS sales.
• Prior success qualifying opportunities involving multi-stakeholder decisions with C-level, VP, and Director personas in HR and IT.
• High proficiency with web presentation tools and corporate productivity suites.

Responsibilities

• Generate new qualified leads for the sales pipeline through inbound and outbound prospecting.
• Plan and execute prospecting activity and meet assigned activity targets.
• Explore and recommend creative outbound sales campaigns to drive qualified pipeline.
• Source sales opportunities through inbound lead follow-up, outbound cold calls, emails, and LinkedIn messaging.
• Conduct discovery and qualification calls with prospects.
• Attend in-person trade shows and exhibitions to represent Panopto.
• Research target accounts, identify key decision-makers—especially C-level, VP, and Director personas across HR and IT—and generate interest within the assigned territory.
• Route qualified opportunities to the appropriate Account Executives and partner with them to bring new customers on board.
• Develop expertise in the Panopto platform to qualify prospects based on their needs and requirements.
• Contribute novel outbound messaging campaigns and scalable demand-generation frameworks for the territory.

Benefits

• Commission earnings under the Sales Commissions Plan; stated on-target earnings are $76,923 USD.
• Opportunity to enroll in health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs providing paid and unpaid time away from work.
• Competitive benefits that Panopto describes as market competitive for its industry.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level