Senior Strategic Account Manager, Corporate

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.