[Hiring] Senior Account Executive @Panopto

Role Description

In this role, you will have the opportunity to do the most impactful work of your career, elevating your craft while driving Panopto's growth across Australia and New Zealand (ANZ). As a Senior Account Executive for SLED and Enterprise, you will own the end-to-end sales cycle—from prospecting and pipeline generation to contract negotiation—delivering video knowledge management solutions that transform how universities and businesses teach, train, and share knowledge. You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft.

• Customer-Centric Account Strategy: Establish deep, productive relationships across target SLED and Enterprise accounts by obsessively understanding prospect goals, surfacing friction points early, and positioning Panopto solutions that solve real learning challenges.
• Value-Driven Demonstrations: Uncover complex learning needs across functional and technical audiences, build compelling business cases, and present customized product demonstrations that connect Panopto's capabilities directly to end-user outcomes.
• Consultative Deal Leadership: Lead multi-stakeholder Tender and RFP responses, guide prospects through evaluation phases, and negotiate commercial contract terms and pricing to secure long-term client partnerships.
• Pipeline & Forecast Rigor: Build and manage a pipeline of 50+ target accounts in Salesforce, maintaining operational transparency and forecast accuracy to ensure complete visibility into territory activity.

• Within 6 Months — Integration and Audit: Audit current ANZ accounts and active leads, master the Panopto platform demonstration, establish outbound prospecting sequences targeting 50+ key accounts, and submit your first round of competitive SLED/Enterprise RFP responses.
• Within 1 Year — First Measurable Impact on Net-New ARR: Achieve 100% of your annual sales quota by converting qualified pipeline into multi-year enterprise contracts and solidifying Panopto's presence in key ANZ higher education and enterprise institutions.
• Your Legacy — Full Ownership of ANZ SLED & Enterprise Revenue: Establish a predictable, scalable sales playbook for the ANZ market that drives sustained year-over-year ARR expansion and positions Panopto as the default video knowledge platform across the region.

Qualifications

• Proven track record of managing complex B2B SaaS or PaaS sales cycles (6+ months) within enterprise or education (SLED) markets.
• Experience building and maintaining a pipeline of 50+ accounts in Salesforce while maintaining accurate forecasting metrics.
• Ability to identify multifaceted use cases, translate technical capabilities into clear value propositions, and conduct tailored end-user demonstrations.
• Hands-on experience responding to government/educational tenders, reviewing pricing models, and negotiating commercial contract terms.

Requirements

• Established relationships and an active professional network within Higher Education institutions or SLED procurement bodies in Australia and New Zealand.
• Background scaling revenue in private equity-backed or high-growth SaaS environments.

Benefits

• Collaborative APAC sales team environment.
• Opportunities for professional growth and development.
• Remote-first company culture.