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Account Executive, EDU

4 weeks, 2 days ago
United States
Full-time
Mid Level
Account Executive
Sales and Business Development
Salesforce
Apply Now
Panopto

Panopto

Panopto is a leading video platform offering secure multimedia knowledge capture solutions for businesses and universities worldwide.

Media
51-250
Founded 2007
$8M raised
View All Jobs 12

Description

  • Develop and execute a territory plan to prospect, manage, and close new mid-market education logos.
  • Deliver outcome-oriented product demonstrations tailored to educational stakeholders.
  • Partner with Account Management and Customer Success to identify upsell and cross-sell opportunities in active accounts.
  • Negotiate complex academic agreements and multi-year contracts while protecting margins.
  • Build and maintain a consistent pipeline of new logo opportunities to support quarterly revenue targets.
  • Own the full sales cycle from prospecting through closing.
  • Surface customer friction points and share feedback with product and engineering teams.
  • Collaborate with sales engineers and account managers on presentations, pilots, and account strategies.
  • Manage territory and pipeline performance with a focus on closed ARR and customer adoption.
  • Support onboarding, territory audits, and early pipeline development during the first months in role.

Requirements

  • Experience managing end-to-end SaaS sales cycles and closing deals within technology organizations.
  • Strong technical aptitude and the ability to learn complex software quickly.
  • Understanding of higher education purchasing processes, procurement cycles, and stakeholder structures, or a strong desire to learn them.
  • Experience designing and executing territory or account plans to influence senior decision-makers.
  • Comfort using Salesforce, Outreach, ZoomInfo, or equivalent sales tools.
  • Direct experience selling SaaS solutions into HR, Learning & Development, or academic technologies is preferred.
  • Experience driving cross-departmental expansion or upselling existing accounts with Customer Success teams is preferred.
  • Ability to complete product training and pass live demo certification during onboarding.
  • Willingness to work remotely in the US; the role is remote-first and remote eligible.
  • Openness to participate in a hiring process that includes application review, recruiter call, video interview and assessment, hiring manager call, and interview loop.

Benefits

  • Remote-first company with remote work eligibility for this role.
  • Flexible or remote-friendly work environment.
  • Opportunity to work at a company with a collaborative, inclusive culture focused on learning and ownership.
  • Structured onboarding and training milestones, including product training and demo certification.
  • Application support and recruiting tips to help candidates prepare for the process.
  • Reasonable accommodation available for applicants with disabilities.
  • Human oversight in hiring decisions, with the option to request a manual review if needed.

Interested in this position?

Apply directly on the company website

Apply Now

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