Senior Account Executive, EDU

Panopto

26d•$120,000 - $130,000

About The Position

To enhance our team we are seeking an experienced Senior Account Executive, Enterprise to expand new business across our corporate enterprise accounts in the Americas. 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 a Senior Account Executive, Enterprise, you will serve as the commercial engine driving our corporate growth in the Americas. You will uncover, navigate, and close high-value business agreements with mid-market and large corporations looking to transform how they train, onboard, and retain knowledge. This role requires a consultative partner who can lead stakeholders through complex security, procurement, and technical evaluations to achieve successful company-wide deployments. You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft.

Requirements

B2B SaaS Expertise: Proven experience successfully managing full-cycle sales within a corporate B2B SaaS environment.
Complex Deal Orchestration: Demonstrated ability to manage multi-stakeholder deals, engaging smoothly with HR, Learning & Development, IT Security, and Executive leadership.
Technical Literacy: Strong technical aptitude that allows you to confidently discuss integrations, video infrastructure, and data security with corporate IT departments.
Account Planning: Experience building and executing systematic territory plans to target, warm up, and break into cold enterprise accounts.
Outcome-Driven Mindset: A history of consistently meeting or exceeding quarterly and annual sales quotas through strategic ownership of your business.

Nice To Haves

Direct experience selling SaaS platforms in HR, corporate training, Learning & Development (L&D), or adjacent knowledge management spaces.
Familiarity with enterprise video technologies, digital multi-media, or enterprise search platforms.
An active network of corporate learning officers, HR executives, or IT leaders in the Americas.

Responsibilities

Acquire New Enterprise Logos: Drive net-new annual recurring revenue (ARR) by converting corporate prospects into long-term Panopto partners.
Navigate Complex Procurement: Map out corporate organizational structures to build alignment with executive sponsors, IT security teams, and procurement leads.
Run Consultative Discoveries & Demos: Master Panopto's technical capabilities to deliver tailored demonstrations that address specific corporate training and knowledge-sharing friction points.
Maintain Salesforce Integrity: Manage your pipeline with disciplined accuracy, providing leadership with clear visibility into forecasting, account health, and deal progress.
Execute Competitive RFPs: Partner with security, legal, and product teams to assemble highly accurate, compelling responses to enterprise RFPs.
Partner with Customer Success: Align with Account Managers to design clean handoffs, ensuring high adoption rates that pave the way for future account expansion.
Within 90 Days â€” Integration and Audit: Complete product and market onboarding, successfully delivering your first consultative demonstration to a corporate prospect. Audit your assigned Americas enterprise territory to identify, prioritize, and build a strategic outbound target list. Secure initial discovery meetings and build a validated pipeline equal to at least twice your ramped quota.
Within 4 - 6 Months â€” First Measurable Impact on [KPI]: Close your first corporate enterprise deals in the Americas, generating predictable Net New ARR. Improve deal cycle velocity by establishing standardized proof-of-concept plans that address common security and technical objections early. Collaborate with Marketing to refine target persona messaging based on insights gained from your active deal cycles.
Your Legacy â€” Full Ownership of [Product/Process]: Establish a repeatable, highly scalable corporate sales blueprint that helps other team members shorten enterprise sales cycles at Panopto. Deepen Panoptoâ€™s footprint in the corporate learning space, making our video platform the gold standard for knowledge sharing across the Americas.