Account Executive, EDU

Company Overview: At Panopto, we are the most customer-centric learning technologycompany in the world. As the leader in visual and audio-based learning, we empower organizations to share knowledge effortlessly in a capture and post-capture world. We don t just build software; we obsess over our users goals to deliver solutions that truly matter. Our mission is simple: to attract the brightest talent, people like you, to Elevate the Craft and do the most impactful work of your career. Position Summary 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 our Account Executive for Education, you will drive mid-market sales and ongoing revenue expansion from the Panopto platform across educational institutions in the Americas. You will own the full sales cycle-from prospecting to closing-directly increasing annual recurring revenue (ARR), acquiring new logos, and fostering customer expansion. Your dedication to uncovering student and faculty success goals and matching them with our technology will directly shape the future of educational video infrastructure. You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft. How You ll Contribute: In this role, you will have the opportunity to... • Grow Strategic Territory ARR: Develop and execute a comprehensive territory plan to prospect, manage, and close new mid-market educational logos, ensuring we exceed regional revenue milestones. • Deliver Consultative Demonstrations: Learn Panopto s video knowledge platform to deliver outcome-oriented demonstrations tailored to solve the unique instructional and technological challenges of diverse educational stakeholders. • Expand Active Accounts: Partner with our Account Management and Customer Success teams to uncover upsell and cross-departmental expansion opportunities within active educational accounts. • Negotiate Academic Agreements: Navigate complex evaluation cycles within higher education and community colleges to secure multi-year agreements that protect margins while setting customers up for long-term platform adoption. Within 4-6 Months - Integration and Audit You will complete technical platform onboarding, master the nuances of our academic sales cycle, audit your assigned territory to identify high-potential expansion opportunities, and establish a consistent pipeline of new logo opportunities capable of delivering on quarterly revenue targets. Within 1 Year - First Measurable Impact on Education ARR You will achieve your annualized quota, convert key high-priority target educational institutions into long-term Panopto partners, and collaborate with account managers to increase expansion revenue by 15% across your book of business. Your Legacy - Full Ownership of The Americas Mid-Market Education Pipeline You will establish a highly predictable, repeatable, and customer-centric sales engine in the Americas mid-market education segment. By building deep, trusted relationships across academic institutions, you will establish Panopto as the standard for visual and audio learning in your territory. Values in Action • Customer First, Always: You proactively surface friction points in the customer experience-such as technical integration hurdles or unique security requirements in academic RFPs-before they are escalated, proposing solutions to our product and engineering teams. • Thrive Together: You share work-in-progress, such as custom presentation decks or pilot strategies, for early feedback from sales engineers and account managers, knowing that challenge improves the outcome. You separate critiques of ideas from critiques of people. • Elevate the Craft: You hold the bar high on your own sales pipeline management and actively share successful prospecting strategies or demo techniques to help develop the sales team around you. • Act with Ownership: You define your success by closed ARR and actual customer adoption, not just call activity. You flag territory pipeline gaps early and bring a proposed path forward to sales leadership. • Clarity Over Complexity: You default to the simpler solution in your communication. Your written RFP responses and executive presentations are direct, specific, and free of unnecessary technical or academic filler. How We Thrive "You ll join a team where we challenge ideas, not people, knowing our success depends on our collective wisdom. We believe in simple elegance and holding ourselves accountable to outcomes, not just activity" The Americas Education Sales team is a collaborative group of seasoned enterprise and mid-market professionals who share a deep respect for the education sector. We partner daily on territory strategies, share insights on academic procurement trends, and run peer-led demo feedback sessions to sharpen our approaches. When an account...