Senior Account Executive, EDU

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

📋 Description

• Drive the growth of new business across corporate enterprise accounts throughout the Americas

• Generate net-new annual recurring revenue by converting corporate prospects into enduring partners with Panopto

• Analyze corporate organizational frameworks and align with executive sponsors, IT security teams, and procurement leaders

• Conduct consultative discovery sessions and customized product demonstrations

• Oversee the accuracy of the Salesforce pipeline, including forecasting, account health, and deal advancement

• Collaborate with security, legal, and product teams to respond to enterprise RFPs

• Work alongside Account Managers and Customer Success to ensure seamless transitions and account growth

• Complete onboarding for products and markets, providing an initial consultative demonstration

• Review the designated Americas enterprise territory and develop an outbound target list

• Secure discovery meetings and establish a validated pipeline that is at least double the ramped quota

• Close corporate enterprise deals and produce net-new ARR

• Develop proof-of-concept strategies that address security and technical concerns

• Partner with Marketing to enhance messaging for target personas

• Design a scalable corporate sales framework to accelerate enterprise sales cycles

• Expand Panopto’s presence in corporate learning across the Americas

⛳️ Requirements

• Proven track record of effectively managing full-cycle sales in a corporate B2B SaaS setting

• Demonstrated capability in handling multi-stakeholder transactions involving HR, Learning & Development, IT Security, and executive leadership

• Strong technical knowledge to discuss integrations, video infrastructure, and data security with corporate IT departments

• Experience in developing and executing systematic territory strategies for cold enterprise accounts

• History of consistently achieving or surpassing quarterly and annual sales targets

• Direct experience in selling SaaS platforms within HR, corporate training, Learning & Development, or related knowledge management areas

• Familiarity with enterprise video technologies, digital multimedia, or enterprise search solutions

• Established network of corporate learning officers, HR executives, or IT leaders in the Americas

• Proficient in managing Salesforce pipelines

• Ability to lead complex evaluations involving security, procurement, and technical aspects

🏝️ Benefits

• Commission earnings as outlined in the Sales Commissions Plan, with expected earnings of $240,000–$260,000

• Health insurance coverage

• Flexible spending account options

• Retirement savings plans available

• Life and disability insurance programs

• Paid and unpaid time off

• Option for remote work arrangement