Director, Industry Practice Lead – Corporate Enterprise

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as Panopto’s authoritative figure in the domain and a key driver of top-of-funnel growth within the enterprise sector.

• Directly report to the Chief Revenue Officer as a senior contributor.

• Cultivate peer-level trust with Chief Learning Officers, Heads of Talent, and leaders in enterprise IT.

• Represent Panopto at prominent industry conferences, executive roundtables, and panel discussions.

• Leverage executive networks to create top-of-funnel leads, enhance brand visibility, and develop new enterprise pipelines.

• Collaborate with Account Executives on significant pre-sales initiatives as an industry expert and product authority.

• Engage in discussions about corporate learning trends, business objectives, and Jobs to Be Done to foster buyer confidence without direct responsibility for closing deals.

• Conduct strategic engagements with existing enterprise clients.

• Assess usage patterns, comprehend business goals, and recommend customized solution strategies to enhance adoption and platform value.

• Identify natural growth opportunities.

• Create practitioner-focused domain playbooks, usage frameworks, and content reflecting industry perspectives.

• Aggregate insights from the field regarding corporate learning challenges, compliance needs, and AI workflows to guide Product and Product Marketing teams.

• Establish a consistent engagement rhythm with Sales and Product Marketing.

• Lead executive dialogues at crucial industry events.

• Provide recommendations for solution adoption for key enterprise accounts.

• Drive measurable growth in influenced pipeline, brand presence, and account expansion across Fortune 500 companies.

• Develop a scalable and repeatable vertical practice model that enhances Panopto’s market authority and defines domain-led growth.

• Collaborate with Account Executives to motivate leaders, showcase platform value, shape go-to-market strategies, and communicate customer insights to Product and Engineering teams.

⛳️ Requirements

• Bachelor’s degree in Business, Human Resources, Instructional Design, Organizational Development, or a related area (or equivalent practical experience).

• Over 8 years of total experience integrating corporate domain leadership with commercial go-to-market experience.

• At least 3 years of commercial go-to-market experience in the enterprise SaaS sector.

• Strong grasp of enterprise learning technology stacks (LMS, LXP, HRIS), video infrastructure, and integration concepts (SSO, API workflows).

• Capability to exhibit platform competencies through an industry and user-outcome perspective.

• A proven history as a conference speaker, executive communicator, or published author.

• Expertise in engaging C-suite executives, HR leaders, and IT buyers.

• Comprehensive knowledge of corporate learning metrics, workforce upskilling frameworks, knowledge management challenges, and enterprise procurement dynamics.

• Willingness to travel 25%–40% for customer meetings, industry conferences, and essential field events.

• Master’s degree or professional certifications (e.g., CPTD, CPTM) preferred as a distinguishing factor.

• Active advisory or leadership participation in significant HR and L&D communities preferred as a distinguishing factor.

• Direct experience in leading enterprise learning transformations or implementing AI-driven learning tools at scale preferred as a distinguishing factor.

🏝️ Benefits

• Bonus eligibility.

• Health insurance.

• Flexible spending accounts.

• Retirement savings plans.

• Life and disability insurance programs.

• Paid and unpaid time off.

• Remote work eligibility.

• Remote-first work environment.

• Flexible or remote-friendly work options.

• Reasonable accommodations for applicants with disabilities.