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.

How You'll Contribute: In this role, you will have the opportunity to...

• 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 - 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 - 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 - 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 Panopto's footprint in the corporate learning space, making our video platform the gold standard for knowledge sharing across the Americas.

Values in Action

• Customer First, Always: You proactively surface friction points in the customer experience before they are escalated - and propose solutions, not just reports.
• Thrive Together: You share work-in-progress for early feedback, knowing that challenge improves the outcome. You separate critiques of ideas from critiques of people.
• Elevate the Craft: You hold the bar high on your own work and invest in developing those around you. You treat every project as an opportunity to learn something new.
• Act with Ownership: You define success by outcomes, not activity. You flag problems early and bring a proposed path forward, not just the problem.
• Clarity Over Complexity: You default to the simpler solution. Your written communication - internal or external - is direct, specific, and free of filler.

The Foundation for Success

• 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.

What Sets You Apart

• 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.

What Success Looks Like

By day 90, you will have completed your onboarding, successfully delivered an outcome-based platform demonstration to the sales team, and validated your strategic territory expansion plan. You will have initialized outreach into your target accounts, leading active, qualified conversations with key corporate stakeholders.

$120,000 - $140,000 a year

Total Rewards:

The salary range for this position is $120,000 - $140,000 USD per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of $240,000 - $280,000 as part of the compensation package.

Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location. 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. At Panopto, we know that great people make an organization great. We value our people and offer employees benefits that are market competitive for our industry. Learn more about what working at Panopto can mean for you.

At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.

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.

We're eager to meet people that believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes.

We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here.

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. Discover some valuable Recruiting Tipsfrom our team.

The standard interview process at Panopto involves several steps, outlined below, to ensure we approach the process thoughtfully and consistently:

Application Review -> Recruiter Call -> Video Interview & Assessment -> Hiring Manager Call -> Interview Loop -> Debrief -> Offer

Remote, US: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely.

Remote, International: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Still, they may make regular trips to the local international office from time to time, where applicable.

Use of Artificial Intelligence (AI):

Panopto may utilize artificial intelligence (AI) tools to assist in our recruitment and evaluation process. This may include analyzing resumes, assessing skills, and generating insights to help identify qualified candidates.

Please be assured that AI tools are used to support our team, and all final hiring decisions are made by human reviewers. Panopto hiring teams will thoroughly review your application and assessment results. AI is not used to make final decisions regarding your candidacy.

By submitting your application and participating in the recruitment process, you acknowledge and consent to Panopto's use of AI tools as described above.