Job Description: Account Executive, Enterprise

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. To enhance our team, we are seeking a driven Account Executive, Enterprise to expand new business across our corporate enterprise accounts in the Americas.

Position Overview

The Account Executive at Panopto is accountable for driving sales and ongoing revenue from the Panopto platform. We're looking for someone with a consultative sales approach and a proven track record of growing client accounts through polished presentation skills. You'll have the autonomy to manage your own success, with a direct impact on increasing annual recurring revenue, acquiring new logos, and fostering customer expansion. Your dedication to providing the best possible experience for our customers will be paramount to your success and ours. 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

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.

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.

Customer Focus

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

Collaboration

• Partner with the Account Management team to ensure high satisfaction and adoption within your accounts as you continuously upsell and expand into new departments.

Required Qualifications

• Highly self-motivated with a positive attitude and a deep commitment to customer success and team achievement.
• Demonstrated technical aptitude and intellectual curiosity, coupled with strong organizational skills to manage a wide variety of tasks.
• 2+ years of experience working in a B2B SaaS environment.
• 1+ years of experience managing and closing deals in a fast-paced technology organization.
• Strong at account planning, prospecting, and garnering the attention of senior executives.
• Excellent communication and presentation skills.
• Ability to effectively demonstrate technology products to audiences of various levels of technical proficiency.
• Experience with Salesforce, Outreach, ZoomInfo or other similar tools.

Total Rewards

• Salary Range: $90,000 - $100,000 USD per year.
• Commission: 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.
• Base Pay: Offered base pay may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location.
• Benefits: 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.