Senior Account Executive, Enterprise

How You’ll Contribute

• Acquire New Enterprise Logos: Drive net-new annual recurring revenue (ARR) by converting corporate prospects into long-term Panopto partners.
• Navigate Complex Procurement: Map out corporate organizational structures to build alignment with executive sponsors, IT security teams, and procurement leads.
• Run Consultative Discoveries & Demos: Master Panopto's technical capabilities to deliver tailored demonstrations that address specific corporate training and knowledge-sharing friction points.
• Maintain Salesforce Integrity: Manage your pipeline with disciplined accuracy, providing leadership with clear visibility into forecasting, account health, and deal progress.
• Execute Competitive RFPs: Partner with security, legal, and product teams to assemble highly accurate, compelling responses to enterprise RFPs.
• Partner with Customer Success: Align with Account Managers to design clean handoffs, ensuring high adoption rates that pave the way for future account expansion.

Within 90 Days

• Complete product and market onboarding, successfully delivering your first consultative demonstration to a corporate prospect.
• Audit your assigned Americas enterprise territory to identify, prioritize, and build a strategic outbound target list.
• Secure initial discovery meetings and build a validated pipeline equal to at least twice your ramped quota.

Within 4-6 Months

• Close your first corporate enterprise deals in the Americas, generating predictable Net New ARR.
• Improve deal cycle velocity by establishing standardized proof-of-concept plans that address common security and technical objections early.
• Collaborate with Marketing to refine target persona messaging based on insights gained from your active deal cycles.

Your Legacy

• Establish a repeatable, highly scalable corporate sales blueprint that helps other team members shorten enterprise sales cycles at Panopto.
• Deepen Panopto’s footprint in the corporate learning space, making our video platform the gold standard for knowledge sharing across the Americas.

The Foundation for Success

• B2B SaaS Expertise: Proven experience successfully managing full-cycle sales within a corporate B2B SaaS environment.
• Complex Deal Orchestration: Demonstrated ability to manage multi-stakeholder deals, engaging smoothly with HR, Learning & Development, IT Security, and Executive leadership.
• Technical Literacy: Strong technical aptitude that allows you to confidently discuss integrations, video infrastructure, and data security with corporate IT departments.
• Account Planning: Experience building and executing systematic territory plans to target, warm up, and break into cold enterprise accounts.
• Outcome-Driven Mindset: A history of consistently meeting or exceeding quarterly and annual sales quotas through strategic ownership of your business.

What Sets You Apart

• Direct experience selling SaaS platforms in HR, corporate training, Learning & Development (L&D), or adjacent knowledge management spaces.
• Familiarity with enterprise video technologies, digital multi-media, or enterprise search platforms.
• An active network of corporate learning officers, HR executives, or IT leaders in the Americas.