[Hiring] Account Executive, EDU @Panopto

Role Description

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

• 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.

Within 4-6 Months — Integration and Audit

• 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

• 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

• 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

• Customer First, Always: 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: 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.
• Elevate the Craft: 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: Define your success by closed ARR and actual customer adoption, not just call activity. Flag territory pipeline gaps early and bring a proposed path forward to sales leadership.
• Clarity Over Complexity: 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.

What Sets You Apart

• 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.

What Success Looks Like

• 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.

Compensation

• The salary range for this position is $90,000 - $100,000 USD per year.
• This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of $180,000 - $200,000 as part of the compensation package.

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.

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.

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.

Company Description

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.