# Senior Account Executive, Enterprise

**Company:** [Panopto](https://hotfix.jobs/companies/panopto)
**Location:** Remote
**Role:** Account Executive
**Salary:** $120k – $140k/yr
**Experience:** 5+ years
**Skills:** B2B SaaS Sales, Enterprise Sales, Full-Cycle Sales, Salesforce, Rfp Response, Account Planning, Technical Sales, Stakeholder Management, Crm Management, Sales Pipeline Management
**Posted:** 2026-07-14

> Senior Account Executive responsible for acquiring new enterprise logos and driving net-new ARR in the Americas by managing full-cycle complex B2B SaaS sales cycles. Requires proven quota attainment, multi-stakeholder orchestration with IT/security/executives, technical aptitude for video platform demos, and experience in corporate training/L&D spaces.

## Job Description

## 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.

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