# Senior Strategic Account Manager, Corporate

**Company:** [Panopto](https://hotfix.jobs/companies/panopto)
**Location:** Remote
**Role:** Account Management
**Salary:** $110k – $120k/yr
**Experience:** 5+ years
**Skills:** Salesforce, Enterprise Crm, Account Management, Strategic Account Planning, C-Suite Relationship Building, Upselling, Cross-Selling, Renewal Negotiation, Customer Success Analytics, Lms, Vcms
**Posted:** 2026-06-15

> Manage and grow Panopto's highest-value corporate enterprise accounts as a trusted advisor to C-suite stakeholders, driving retention, expansion revenue, and long-term strategic partnerships.

## Job Description

## How You’ll Contribute

- **Architect Enterprise Account Strategy**: Design and execute comprehensive, long-term strategic plans for Panopto's highest-value corporate accounts, turning baseline product adoption into deeply integrated, high-revenue enterprise partnerships.
- **Build C-Suite & Executive Alliances**: Cultivate robust, trusted relationships with key enterprise decision-makers (including CHROs, CLOs, CTOs, and CIOs) as well as critical stakeholders across Corporate L&D, IT, and Procurement, positioning Panopto as a vital piece of their infrastructure.
- **Drive Organizational Alignment & Value Realization**: Proactively map our corporate clients' overarching strategies and operational challenges to Panopto’s VCMS/LMS solutions, expertly positioning our platform as a critical enabler for their global training, knowledge management, and financial objectives.
- **Accelerate Revenue Growth**: Uncover, qualify, and close high-impact upsell and cross-sell opportunities, translating complex customer business needs into solutions that consistently exceed your expansion and growth targets.
- **Lead High-Value, Complex Negotiations**: Structure, manage, and finalize enterprise-level renewal agreements and expansion proposals, utilizing superior presentation and negotiation skills to ensure mutual long-term value and commercial equity.
- **Orchestrate Cross-Functional Collaboration**: Mobilize resources and champion seamless collaboration across Panopto's executive leadership, Product, Marketing, Sales, and Customer Success teams to eliminate deployment friction and deliver an exceptional customer experience.
- **Solve Complex Problems & Advocate for Clients**: Act as the ultimate internal escalation point for critical customer challenges, demonstrating an unwavering commitment to resolving issues with speed, efficacy, and executive-level advocacy.
- **Synthesize Market Intelligence**: Maintain a deep understanding of emergent corporate SaaS trends, compliance requirements, and competitive dynamics to guide client strategies and provide actionable feedback that actively shapes Panopto's future product roadmap.
- **Monitor Performance & Foster Excellence**: Track, analyze, and report on key account performance metrics for both clients and internal management, while providing high-level mentorship to team members to raise the collective baseline of execution across the department.

## Within 6 Months — Integration and Audit

- Audit Your Portfolio: Conduct a thorough health and opportunity audit of your assigned enterprise account tier, identifying high-risk renewals, immediate expansion pathways, and baseline health indicators.
- Map Executive Priorities: Establish direct lines of communication with primary executive stakeholders and L&D leaders across your portfolio, mapping their 12-month corporate learning and business objectives to Panopto's capabilities.
- Establish Performance Baselines: Implement routine tracking of key account performance metrics to proactively identify areas of improvement and optimization for your clients.

## Within 1 Year — First Measurable Impact on Net Revenue Retention (NRR)

- Secure Core Revenue: Successfully retain and protect key enterprise renewals within your portfolio, achieving or exceeding your net revenue retention (NRR) target.
- Execute Expansion Playbooks: Close a minimum of two major account expansions (cross-sell or upsell) by successfully aligning Panopto's advanced features with newly surfaced client business needs.

## Your Legacy — Full Ownership of Scale and Governance

- Scale Best Practices: Establish a repeatable, documented framework for corporate account governance and value realization that can be scaled across Panopto's global Account Management organization.
- Cultivate a Culture of Excellence: Leave a lasting impact on the team through continuous mentorship, elevated negotiation strategies, and an optimized blueprint for managing complex SaaS partnerships.

## The Foundation for Success

- **Enterprise SaaS Mastery**: A proven track record of successfully retaining, negotiating, and expanding large, complex enterprise accounts within the United States.
- **Executive Gravitas**: Demonstrated experience building authentic partnerships and influencing strategic decisions at the C-suite and executive tier (HR, IT, L&D leadership).
- **Commercial and Financial Acumen**: Exceptional capability in building data-backed business cases, analyzing account performance metrics, and navigating corporate procurement cycles.
- **Strategic Communication**: Superior presentation and storytelling skills, with an ability to translate technical architecture (like LMS or VCMS software) into clear business value.
- **Modern Tool Fluency**: Proficiency utilizing advanced enterprise CRMs (such as Salesforce) and customer success analytics platforms.

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