Account Executive, EDU
Drive mid-market sales and revenue expansion for Panopto's video platform across educational institutions in the Americas. Own the full sales cycle from prospecting to closing, deliver consultative demos, negotiate academic agreements, and collaborate on account expansion.
About the job
How You’ll Contribute
- Grow Strategic Territory ARR: Develop and execute a comprehensive territory plan to prospect, manage, and close new mid-market educational logos, ensuring we exceed regional revenue milestones.
- Deliver Consultative Demonstrations: Learn Panopto’s video knowledge platform to deliver outcome-oriented demonstrations tailored to solve the unique instructional and technological challenges of diverse educational stakeholders.
- Expand Active Accounts: Partner with our Account Management and Customer Success teams to uncover upsell and cross-departmental expansion opportunities within active educational accounts.
- Negotiate Academic Agreements: Navigate complex evaluation cycles within higher education and community colleges to secure multi-year agreements that protect margins while setting customers up for long-term platform adoption.
The Foundation for Success
- SaaS Sales Execution: Proven track record of managing end-to-end sales cycles and closing deals within technology organizations, prioritizing predictable pipeline health over ad-hoc activity.
- Technical Curiosity: Strong technical aptitude and a passion for learning complex software, allowing you to easily run tailored platform demonstrations that focus on user outcomes.
- Academic Market Savvy: Understand or have a strong desire to master the unique purchasing processes, procurement cycles, and stakeholder structures typical of higher education.
- Strategic Account Planning: Experience designing and executing territory or account plans to gain access to and influence senior decision-makers.
- Sales Technology Fluent: Confidently navigate Salesforce, Outreach, ZoomInfo, or equivalent sales tools to maintain clean data and optimize your daily workflows.
What Sets You Apart
- Direct experience selling SaaS solutions into HR, Learning & Development, or academic technologies.
- A history of successfully driving cross-departmental expansion or upselling existing accounts in collaboration with Customer Success teams.
Skills
SaaS Sales, Salesforce, Outreach, ZoomInfo, Sales Pipeline Management, Technical Demonstrations, Account Planning, Negotiation, Upselling, Rfp Response
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