Director, Industry Practice Lead – Higher Education

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

📋 Description

• Act as Panopto’s esteemed authority and key driver for growth within the global higher education landscape.

• Report directly to the Chief Revenue Officer in a senior individual contributor role.

• Cultivate trust at the peer level with Provosts, CIOs, and Vice Provosts of Academic Technology.

• Represent Panopto at academic conferences, executive roundtables, and campus discussions.

• Leverage higher education networks to enhance brand credibility, generate institutional leads, and broaden the top-of-funnel pipeline.

• Collaborate with Account Executives on significant institutional opportunities as an academic peer and product specialist.

• Engage in discussions regarding pedagogical trends, campus IT visions, accessibility requirements, and the "Jobs to Be Done" framework.

• Conduct strategic health assessments and usage reviews with current institutional accounts.

• Analyze platform adoption, comprehend academic objectives, and propose tailored solution strategies.

• Create domain-specific playbooks, usage frameworks, and industry perspective content.

• Aggregate field insights on accessibility standards, lecture capture infrastructure, LMS workflows, and the role of AI in pedagogy for Product and Product Marketing teams.

• Establish assessments of higher education purchasing priorities and operational rhythms in collaboration with Sales and Product Marketing.

• Publish content reflecting industry perspectives on trends in higher education video.

• Provide recommendations for solution adoption in major campus accounts.

• Stimulate growth in the influenced campus pipeline, enhance brand authority, and support institutional expansion.

• Develop a scalable higher education practice model that positions Panopto as the benchmark for academic video technology.

• Function as a trusted advisor to key buyers, influence go-to-market strategies, and relay customer insights to Product and Engineering teams.

⛳️ Requirements

• Bachelor’s degree in Educational Technology, Higher Education Administration, Information Technology, or a related field, or equivalent practical experience.

• Over 8 years of cumulative experience that integrates higher education leadership with commercial go-to-market (GTM) experience.

• At least 3 years of commercial GTM experience within an ed-tech organization.

• Extensive knowledge of Learning Management Systems such as Canvas, Blackboard, D2L Brightspace, and Moodle.

• Proficiency in video infrastructure technologies, including Panopto, Kaltura, Echo360, and YuJa.

• Familiarity with campus IT architecture.

• Ability to showcase platform capabilities through pedagogical and user-outcome perspectives.

• Demonstrated success as a keynote speaker, conference presenter, or published author.

• Proficient in engaging with academic, technical, and executive audiences.

• Thorough understanding of higher education procurement processes.

• Knowledge of WCAG/ADA accessibility standards, AI in pedagogy, and academic governance.

• Willingness to travel 25%–40% of the time.

• A Master’s or Ph.D. in Educational Technology, Instructional Design, or Higher Education Leadership is preferred.

• Active participation in committees or advisory roles within national higher education organizations is preferred.

• Direct experience overseeing campus-wide enterprise technology migrations or updates is preferred.

🏝️ Benefits

• Eligibility for bonuses.

• Health insurance coverage.

• Flexible spending account options.

• Retirement savings plans.

• Life and disability insurance programs.

• Paid and unpaid time off from work.

• Competitive market benefits.

• Option for remote work arrangements.