[Remote] Head of Sales Enablement at Panopto

United States

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Not SpecifiedCompensation

N/AExperience Level

N/AJob Type

Not SpecifiedVisa

N/AIndustries

Requirements

Bachelor’s degree in Business, Marketing, Communications, or related field (MBA preferred)
7+ years of experience in sales enablement, training, or related field

Responsibilities

Build and lead a scalable enablement strategy aligned to Panopto’s GTM and growth goals
Translate ICP strategy and product positioning into practical sales guidance and success metrics
Act as the connective tissue between GTM, Product, and Marketing—ensuring message alignment and readiness
Design and deliver onboarding programs that reduce AE/SDR ramp time and improve time-to-first-deal
Launch role-based, ongoing training that evolves with the business—product knowledge, competitive positioning, and sales plays
Drive adoption of methodologies that support pipeline growth and movement
Design and lead enablement for new product and feature launches, ensuring sales teams receive timely training, playbooks, demos, and customer value messaging, along with clear assessments to validate skill mastery and readiness
Translate complex product capabilities into clear, compelling customer use cases and sales strategies
Oversee the creation of sales playbooks, competitive battle cards, and other enablement materials
Optimize the use of sales tools, such as CRM and analytics platforms, to improve productivity and decision-making
Ensure consistent communication and alignment across sales, marketing, and product teams
Develop metrics to assess the impact of enablement initiatives on sales performance
Regularly analyze and report on enablement program effectiveness to the COO, CRO, and ELT; using insights to refine strategies
Provide targeted coaching and resources to individual sales reps based on performance data, ensuring underperforming reps receive personalized support
Collaborate with Marketing to align campaigns and content with field readiness
Influence Sales and Product stakeholders to embed enablement in GTM planning cycles
Serve as a key contributor in GTM strategy conversations with the COO and CRO
Foster collaboration between global and regional sales teams to share best practices and ensure consistency

Skills

Panopto

Video management and streaming solutions provider

About Panopto

Panopto provides a video management and streaming platform tailored for businesses and educational institutions. Users can easily record, manage, and share video content securely, with the software compatible with both Windows and Mac systems. This allows individuals to create professional-quality videos without needing advanced technical skills. Panopto serves over 1,000 clients globally, including major companies and universities, and operates in the expanding enterprise video content management market, which supports live streaming, video recording, and secure hosting. The platform is subscription-based, offering features like interactive quizzes and advanced search capabilities, making it useful for corporate training and academic purposes. Panopto's goal is to facilitate effective video communication and learning by providing a comprehensive and user-friendly video solution.

Seattle, WashingtonHeadquarters

2007Year Founded

$47.2MTotal Funding

GROWTH_EQUITY_VCCompany Stage

Enterprise Software, EducationIndustries

51-200Employees

Benefits

Remote Work Options

Flexible Work Hours

Risks

Emerging competitors offering similar features at lower costs threaten Panopto's market share.

Rapid AI advancements may outpace Panopto's current capabilities, risking obsolescence.

Reliance on AWS Marketplace poses risks if AWS policies or pricing change negatively.

Differentiation

Panopto offers AI-powered video management solutions for education and enterprise sectors.

The platform integrates seamlessly with Learning Management Systems for enhanced educational experiences.

Panopto's certification of third-party hardware enhances its ecosystem of compatible tools.

Upsides

Growing demand for AI-driven video analytics in education boosts Panopto's market potential.

Expansion into AWS Marketplace simplifies procurement and deployment for enterprise customers.

Localized content hosting, like Japan cloud hosting, meets regional compliance needs.

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