Account Executive, Education

Employment Type

Full-Time (FTE)

Company Overview

At Panopto, we are driven by a powerful purpose: to be the leader in visual and audio-based learning. We do this by empowering learners with interactive video and by obsessively understanding our users’ goals and delivering solutions that truly matter. Backed by a leading private equity firm, we are a team of approximately 200 professionals dedicated to doing the most impactful work of our careers. As we continue to promote growth and expansion, we are seeking an experienced Account Executive to drive new business across our educational institution accounts in the Americas.

Position Overview

At Panopto, our Account Executives put the customer at the center of everything we do. You’ll thrive on uncovering opportunities where our platform can make a real impact, turning first conversations into lasting partnerships. You’re energized by understanding a prospect’s world, solving their challenges, and building relationships that grow deeper over time.

In this role, you’ll focus on mid-market outbound outreach, proactively connecting with high-value prospects, listening intently to their needs, and delivering solutions that drive their success. You’ll own the entire sales cycle, ensuring every touchpoint reflects our commitment to an exceptional customer experience. Your success will be measured not only in new logos and revenue growth, but in the trust, satisfaction, and long-term value you create for every customer you bring on board. 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

Driving Customer Value

Your role is to understand our customers’ biggest challenges and help them solve those problems with our technology. By focusing on their needs first, you'll naturally uncover new opportunities within their organizations and expand our existing partnerships. This involves using sound business judgment and creativity to build strategic relationships with key stakeholders. You'll also need to proactively engage with our executive team to ensure you have the resources you need to deliver an exceptional experience for your customers.

Sales Driven

• Exceed monthly, quarterly sales targets by driving new opportunities and expansion opportunities into existing accounts.
• Exercise sound business judgment, creativity, and resourcefulness in the pursuit of strategic accounts.
• Write a territory plan and engage with all levels of the executive team to ensure you have the resources you need to accomplish your goals.

Deep Technology Expertise

Technology

• Develop a thorough knowledge of a complex technology platform and the ability to launch into a demo with the end user’s desired outcomes in mind.
• Align the Panopto solution with problems you uncover in your customers’ organizations.

Building Lasting Relationships

Customer Focus

• Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations.

Collaboration

• Build and maintaining strong, productive relationships with customers at all levels of an organization is key.
• By focusing on their needs and demonstrating our value, you will become a reliable partner.
• This approach also extends to our internal partnerships.
• You will work closely with the Account Management team to ensure our customers are not only satisfied but are also successfully adopting and utilizing our platform.
• This collaboration is crucial for identifying new opportunities to help them grow and succeed.