# Senior Account Executive, ANZ

**Company:** [Panopto](https://hotfix.jobs/companies/panopto)
**Location:** Remote
**Role:** Account Executive
**Experience:** 5+ years
**Skills:** SaaS, Paas, Salesforce, B2B Sales, Enterprise Sales, Sled Sales, Pipeline Management, Sales Forecasting, Consultative Selling, Product Demos, Rfp Management, Tender Management, Contract Negotiation, Higher Education
**Posted:** 2026-08-12

> Own the full enterprise and SLED SaaS sales cycle across Australia and New Zealand, from pipeline generation through contract negotiation. The role requires complex-sales experience, consultative selling and demonstrations, Salesforce forecasting discipline, and hands-on tender and RFP management.

## Job Description

## Responsibilities
- Own the end-to-end sales cycle for SLED and enterprise accounts across Australia and New Zealand, from prospecting and pipeline generation through contract negotiation.
- Build productive relationships across target accounts by understanding customer goals and positioning video knowledge management solutions to address learning challenges.
- Uncover complex learning needs, develop business cases, and deliver customized product demonstrations for functional and technical audiences.
- Lead multi-stakeholder tenders and RFP responses, guide evaluations, and negotiate commercial terms and pricing.
- Build and manage a pipeline of 50+ target accounts in Salesforce while maintaining accurate forecasts and territory visibility.
- Audit existing ANZ accounts and leads, establish outbound prospecting sequences, and develop a scalable regional sales playbook.
- Achieve annual sales quota through qualified pipeline conversion and multi-year enterprise contracts.

## Requirements
- Proven experience managing complex B2B SaaS or PaaS sales cycles lasting 6+ months in 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 value propositions and conducting tailored demonstrations.
- Hands-on experience with government or educational tenders, RFP responses, pricing models, and commercial contract negotiations.

## Nice to Have
- Established relationships and an active professional network within higher education institutions or SLED procurement bodies in Australia and New Zealand.
- Experience scaling revenue in private equity-backed or high-growth SaaS environments.

## Compensation & Benefits
- Annual sales quota ownership and opportunities to contribute to initiatives supporting company values and professional development.
- Collaborative APAC sales team environment with cross-regional partnership on complex tender and RFP responses.

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