[Hiring] Director, Industry Practice Lead - Corporate Enterprise @Panopto

Role Description

In this role, you will have the opportunity to do meaningful work in your career, elevating your craft while contributing to a team that values lifelong learning. As Director, Industry Practice Lead – Corporate Enterprise, you will serve as Panopto’s trusted domain authority and top-of-funnel growth engine across the enterprise market. Operating as a senior individual contributor reporting directly to the Chief Revenue Officer (CRO), you will bridge corporate talent strategy, workforce enablement, and product capability. You will serve as a sought-after expert in L&D and corporate learning, building peer-level trust with Chief Learning Officers, Heads of Talent, and enterprise IT leaders to open new pipeline and articulate how video-based knowledge management transforms workforce productivity.

How You’ll Contribute

• Top-of-Funnel Pipeline Creation & Industry Authority:
  • Represent Panopto as a leading voice at major industry conferences (e.g., ATD, DevLearn, HR Tech), executive roundtables, and panel discussions.
  • Activate your executive network to generate trusted top-of-funnel prospects, raise brand awareness, and open new enterprise pipeline.
• Strategic Subject Matter Expertise in Deals:
  • Partner with Account Executives on high-profile pre-sales opportunities as an industry peer and product expert.
  • Seamlessly discuss corporate learning trends, business objectives, and Jobs to Be Done (JTBD) to build buyer confidence without carrying direct deal-closing responsibility.
• Customer Value & Adoption Advisory:
  • Conduct strategic account engagements with existing enterprise customers to evaluate current usage patterns, understand business goals, and prescribe tailored solution strategies that improve adoption, increase platform value, and identify natural expansion opportunities.
• Domain Frameworks & Product Voice:
  • Develop practitioner-focused domain playbooks, usage frameworks, and industry point-of-view content that elevate field conversations.
  • Synthesize field signals on corporate learning challenges, compliance needs, and AI workflows to advise internal Product and Product Marketing teams.

What Success Looks Like

• Within 3 Months:
  • Complete a baseline assessment of corporate enterprise buyer priorities, establish an engagement cadence with Sales and Product Marketing, and participate in select high-profile pre-sales strategy discussions.
• Within 6 Months:
  • Publish initial industry point-of-view content, lead executive engagements at key industry events to build top-of-funnel pipeline, and deliver solution adoption recommendations for top enterprise accounts.
• Within 1 Year:
  • Drive measurable growth in influenced pipeline, brand presence, and account expansion across Fortune 500 accounts, establishing Panopto as the premier partner for corporate video learning.

Your Legacy

• Build a scalable, repeatable vertical practice model that elevates Panopto's market authority and defines domain-led growth.

Qualifications

• Bachelor’s degree in Business, Human Resources, Instructional Design, Organizational Development, or a related field (or equivalent practical experience).
• 8+ years of total experience combining corporate domain leadership (e.g., L&D, Enablement, Talent Development) with 3+ years of commercial GTM experience (e.g., Solutions Consulting, Practice Strategy, Value Engineering) in enterprise SaaS.
• Strong understanding of enterprise learning technology stacks (LMS, LXP, HRIS), video infrastructure, and integration concepts (SSO, API workflows).
• Proven track record as a conference speaker, executive communicator, or published writer skilled at engaging C-suite executives, HR leaders, and IT buyers.
• Comprehensive understanding of corporate learning metrics, workforce upskilling frameworks, knowledge management challenges, and enterprise procurement dynamics.
• Willingness to travel 25% – 40% for customer engagements, industry conferences, and key field events.

Requirements

• Master’s degree or professional certifications (e.g., CPTD, CPTM).
• Active advisory or leadership roles in major HR and L&D communities (e.g., ATD, Brandon Hall, Bersin, HR Tech).
• Direct experience leading enterprise learning transformations or adopting AI-driven learning tools at scale.

Benefits

• The salary range for this position is $160,000 - $200,000 USD per year.
• This position is also eligible for a bonus as part of the compensation package.
• 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.

Company Description

At Panopto, we are the most customer-centric learning technology company in the world. 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.