Senior Account Executive

Who you are

• EdTech SaaS Expertise: Proven experience successfully managing full-cycle SaaS sales within higher education or academic technology environments
• Complex Deal Orchestration: Demonstrated ability to manage multi-stakeholder higher education deals, engaging smoothly with Provosts, CIOs, Instructional Designers, IT Security, and Procurement
• Technical Literacy: Strong technical aptitude allowing you to confidently discuss LMS integrations (Canvas, Blackboard, Brightspace), video infrastructure, and data security with campus IT departments
• Account Planning: Experience building and executing systematic territory plans to target, warm up, and break into target higher education accounts
• Outcome-Driven Mindset: A history of consistently meeting or exceeding quarterly and annual sales quotas through strategic ownership of your business
• Direct experience selling SaaS platforms into Higher Education, Learning Management Systems (LMS), Video Content Management Systems (VCMS), or adjacent EdTech spaces
• Familiarity with enterprise video technologies, digital multi-media, or enterprise search platforms
• An active network of Higher Education decision-makers, CIOs, Provosts, or Instructional Technology leaders in the Americas

What the job involves

• In this role, you will have the opportunity to do the most impactful work of your career, elevating your craft while contributing to a team that values lifelong learning
• As a Senior Account Executive, Education (EDU), you will serve as the commercial engine driving our growth across colleges, universities, and educational institutions in the Americas
• You will uncover, navigate, and close high-value business agreements with higher education institutions looking to transform how they teach, learn, and manage video knowledge infrastructure
• This role requires a consultative partner who can lead academic stakeholders, Provosts, CIOs, and instructional technology teams through complex institutional procurement, LMS integrations, and security evaluations to achieve successful campus-wide deployments
• You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft
• Acquire New EDU Logos: Drive net-new annual recurring revenue (ARR) by converting higher education prospects into long-term Panopto partners
• Navigate Complex Institutional Procurement: Map out university organizational structures to build alignment across executive leadership, Provosts, CIOs, faculty committees, and procurement leads
• Run Consultative Discoveries & Demos: Master Panopto's technical capabilities to deliver tailored demonstrations that address specific instructional technology, VCMS, and LMS integration 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 solutions engineering, legal, and security teams to assemble highly accurate, compelling responses to institutional higher education RFPs and tenders
• 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 — Integration and Audit---
• Complete product and market onboarding, successfully delivering your first consultative demonstration to an academic prospect
• Audit your assigned Americas higher education territory to identify, prioritize, and build a strategic outbound target list of colleges and universities
• Secure initial discovery meetings and build a validated pipeline equal to at least twice your ramped quota
• ---Within 4 - 6 Months — First Measurable Impact on Net-New ARR---
• Close your first higher education 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 — Full Ownership of EDU Market Growth---
• Establish a repeatable, highly scalable higher education sales blueprint that helps other team members shorten academic sales cycles at Panopto
• Deepen Panopto’s footprint in the educational technology space, making our video platform the gold standard for higher education across the Americas

Benefits

• Time Off Benefits - Generous and flexible leave policies. Unlimited Take What You Need PTO, including sick days for when you need it most. Holidays to celebrate with loved ones. Extended bereavement program to support you during difficult times. Tenured Leave opportunities for long-term employees to recharge and reflect. Extended Maternity and Paternity Leave to cherish family moments. Volunteer time off to give back to your community
• Core Benefits - At Panopto, we prioritize both professional growth and a fulfilling,balanced life for our employees. Our core benefits include comprehensive health, dental, vision, life and ancillary insurance plans. We provide access to a benefits preview to understand how Panopto benefits would support you and short-term and long-term disability insurance for peace of mind
• Retirement and Savings Benefits - 401k plan with company match to secure your financial future. Healthcare spending and reimbursement accounts for your well-being
• Healthful Living Benefits - At Panopto we understand well being is about more than physical health. We’re proud to offer workplace perks such as daily mental health break walks, a wellness rewards program to support your well-being, an employee assistance program for confidential support and a mindfulness program for stress reduction
• Remote Work Benefits - Enjoy all the benefits of a remote-first workplace that supports full work from home for ultimate flexibility. Childcare schedule flexibility to balance work and family life. Asynchronous work to accommodate your unique schedule
• Rewards, Recognition, and Employee Perks - Our great team is Panopto’s most valuable asset. We’re proud to offer an employee recognition program to celebrate your achievements, a Values Awards program to embody our company culture and referral bonuses for bringing great talent to Panopto
• Career Development Benefits - Panopto’s career tracks and competency and skills training will help you advance your career. We offer access to the LinkedIn Learning Program to expand your knowledge, AWS services and architecture training to stay ahead, and secure coding training to enhance your skills