Company Overview:

Panopto is a dynamic and rapidly growing company backed by a leading private equity firm. With a team of approximately 200 dedicated professionals, we are committed to empowering learners with interactive video.

As we continue to support growth and expansion, we are seeking an experienced Account Executive focused on the Higher Education SaaS sales in Australia and New Zealand.

Position Overview:

As a Sales Executive for Higher Education at Panopto, you will play a key role in driving our continued growth by leading new business development efforts within the education (EDU) market. This role is focused on net-new acquisition, with approximately 90% of your focus on direct sales and up to 10% potentially through partners. While this is primarily a direct sales role, we welcome candidates with experience engaging and collaborating with partners.

You will be responsible for identifying, engaging, and closing new customers in the higher education sector—managing complex sales cycles and building a strong pipeline of opportunities. As the face of Panopto in ANZ market, you will represent our platform with professionalism and credibility, building trust with stakeholders at all levels across institutions.

The ideal candidate is self-motivated, independent, and entrepreneurial and highly capable of running their own book of business, while driving results. You’ll bring a proven track record in software-as-a-service (SaaS) or platform-as-a-service (PaaS) sales, ideally within the education sector.

Additional responsibilities may be assigned to support Panopto’s mission, vision, and alignment with our organizational values.

In this role, you will:

Work you’ll do

Customer Focus: Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations. Successfully lead prospects through contract negotiations.
Pipeline: Build and manage a robust pipeline of new education accounts using Salesforce with a high degree of forecast accuracy and visibility into account activity. Exercise sound business judgment, creativity, and resourcefulness in the pursuit of strategic accounts.
Software: Effectively identify myriad use cases for our software solution and build a compelling business case tailored to the prospect. Develop a thorough knowledge of a complex technology platform and the ability to launch into a demo with the end-user in mind.
Collaboration: At Panopto, we collaborate as a team which may mean taking on additional tasks or projects within the scope of your role. This also offers growth opportunities and helps us scale as business needs evolve. Collaborate with a team to provide Tender and RFP responses.

Required Qualifications:

Proven sales experience managing new business outbound activity in a high-volume environment
A consistent and proven record of exceeding sales quotas
Knowledge of the educational technology market
An ability to quickly build relationships, uncover needs and prioritize stakeholder goals for new prospects
Ability to communicate effectively verbally and in writing
Experience responding to and managing tenders issued by Universities
Proven ability to demonstrate software products to functional and technical audiences
Skills necessary to negotiate and close new client sales, including reviewing and delivering contracts, pricing, terms, and conditions
Proven experience driving outbound efforts to build and manage a pipeline of 50+ accounts with complex sales cycles lasting 6 months or longer.

Join Panopto and be part of an exciting journey where your SaaS sales expertise will make a significant impact on our growth trajectory. If you are a thought leader in higher education SaaS sales, or have a good network of relevant contacts, we encourage you to apply.

Our people and culture

Panopto’s mission is to help anyone share knowledge using video. Our user base is as diverse as the world’s universities and businesses. Panopto’s commitment to fostering a diverse, equitable, and inclusive culture empowers each member of our team to express their authentic selves, contribute their distinct perspectives and make a meaningful impact both individually and collectively. This inclusive environment not only encourages creativity and the free exchange of ideas but also harnesses the power of varied viewpoints. As a result, we are better equipped to tackle our most intricate challenges, leveraging the wealth of different experiences and backgrounds within our team. This collaborative spirit not only drives us towards effective solutions but also fuels our drive to continually improve and innovate, ultimately enhancing the quality of our products and services. It’s what sets Panopto apart as a unique and rewarding place to work.

Our purpose

We believe that video can have a transformative effect on learning. So we built a video knowledge management platform that helps businesses and universities improve the way that they train, teach, and share knowledge. Since 2007, we have been a pioneer in video capture software, video management, and inside-video-search technology. Panopto has been adopted by more than 1,500 companies and universities worldwide with over ten million end users. Today, Panopto’s knowledge management platform is the largest repository of expert learning videos in the world. A proud remote-first company, Panopto is headquartered in Pittsburgh, with offices in London, Hong Kong, Singapore, and Sydney, and has received industry recognition for its innovation, rapid growth, and company culture.

Panopto is an Equal Opportunity Employer. We value and encourage diversity and solicit applications from all qualified individuals which will receive consideration for employment without regard to race, color, religion, sex, marital status, sexual orientation, gender identity or expression, national origin, age, disability or protected veteran status, or any other legally protected criteria, in accordance with applicable law. Panopto is committed to providing reasonable accommodation to applicants with disabilities. If you require accommodation for interviewing or otherwise participating in the employee selection process, please provide more detail on how we can further support you by reaching out to the Employee Experience department.

Hybrid, US: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Still, they must make regular trips to the Pittsburgh office, located on the north side of Pittsburgh along the Three Rivers Heritage Trail with quick access to downtown.

Remote, US: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely.

Remote, International: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Still, they may make regular trips to the local international office from time to time, where applicable.

Use of Artificial Intelligence (AI):

Panopto may utilize artificial intelligence (AI) tools to assist in our recruitment and evaluation process. This may include analyzing resumes, assessing skills, and generating insights to help identify qualified candidates.

Please be assured that AI tools are used to support our team, and all final hiring decisions are made by human reviewers. Panopto hiring teams will thoroughly review your application and assessment results. AI is not used to make final decisions regarding your candidacy.

By submitting your application and participating in the recruitment process, you acknowledge and consent to Panoptos use of AI tools as described above.

We are committed to full compliance with all applicable labor laws, including Equal Employment (EEOC) laws, across all our company entities.

To ensure fairness and transparency:

_ We have human oversight in all hiring decisions.

_ If you have concerns regarding the use of AI in your assessment, please contact Panopto Talent Attraction to request a manual review of your application. Please be aware that while we offer this option, the manual review process may take longer than the standard AI-assisted process.

_ Any data collected during this process, including video recordings if applicable, will be retained only for the duration necessary to fulfill the hiring purpose and will be deleted shortly thereafter once the role is filled.

_ We may utilize vendor tools to assist with the AI process. Vendor functions are ‘skill assessments or resume analysis.

Panopto is dedicated to a fair and equitable hiring process for all candidates.