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Senior Account Executive, ANZ (Australia)

1 week, 3 days ago
Australia
Full-time
Senior
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 15

Description

  • Build relationships and account strategies across target SLED and Enterprise organizations.
  • Identify customer learning needs, develop business cases, and deliver tailored product demonstrations.
  • Lead multi-stakeholder government and education tender and RFP responses.
  • Guide prospects through evaluations and negotiate pricing and commercial contract terms.
  • Build and manage a Salesforce pipeline of 50+ target accounts with accurate forecasts.
  • Audit existing ANZ accounts and leads and establish outbound prospecting sequences.
  • Convert qualified pipeline into multi-year enterprise contracts and achieve annual sales quota.
  • Develop a scalable ANZ sales playbook to drive sustained year-over-year ARR growth.

Requirements

  • Proven experience managing complex B2B SaaS or PaaS sales cycles lasting 6+ months.
  • Experience selling to enterprise or education/SLED markets.
  • Experience maintaining a pipeline of 50+ accounts in Salesforce and producing accurate forecasts.
  • Strong consultative selling skills, including translating technical capabilities into business value.
  • Experience delivering tailored product demonstrations to functional and technical audiences.
  • Hands-on experience with government or education tenders, RFPs, pricing models, and contract negotiations.
  • Established relationships or an active professional network within Australian and New Zealand higher education or SLED procurement organizations (preferred).
  • Experience scaling revenue in a private equity-backed or high-growth SaaS environment (preferred).

Benefits

  • Remote-first work environment with eligibility for remote work.
  • Access to collaborative APAC sales teams and international office locations.
  • Inclusive, equitable workplace with reasonable accommodations available.
  • Structured recruiting process with human oversight of AI-assisted evaluations.

Interested in this position?

Apply directly on the company website

Apply Now

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