Company Overview: At Panopto, we are the most customer-centric learning technology company 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. As we continue to support growth and expansion, we are seeking an experienced Account Executive focused on SLED and Enterprise SaaS sales in Australia and New Zealand. POSITION SUMMARY In this role, you will have the opportunity to do the most impactful work of your career, elevating your craft while driving Panopto's growth across Australia and New Zealand (ANZ). As a Senior Account Executive for SLED and Enterprise, you will own the end-to-end sales cycle—from prospecting and pipeline generation to contract negotiation—delivering video knowledge management solutions that transform how universities and businesses teach, train, and share knowledge. 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… * Customer-Centric Account Strategy: Establish deep, productive relationships across target SLED and Enterprise accounts by obsessively understanding prospect goals, surfacing friction points early, and positioning Panopto solutions that solve real learning challenges. * Value-Driven Demonstrations: Uncover complex learning needs across functional and technical audiences, build compelling business cases, and present customized product demonstrations that connect Panopto's capabilities directly to end-user outcomes. * Consultative Deal Leadership: Lead multi-stakeholder Tender and RFP responses, guide prospects through evaluation phases, and negotiate commercial contract terms and pricing to secure long-term client partnerships. * Pipeline & Forecast Rigor: Build and manage a pipeline of 50+ target accounts in Salesforce, maintaining operational transparency and forecast accuracy to ensure complete visibility into territory activity. WITHIN 6 MONTHS — INTEGRATION AND AUDIT Audit current ANZ accounts and active leads, master the Panopto platform demonstration, establish outbound prospecting sequences targeting 50+ key accounts, and submit your first round of competitive SLED/Enterprise RFP responses. WITHIN 1 YEAR — FIRST MEASURABLE IMPACT ON NET-NEW ARR Achieve 100% of your annual sales quota by converting qualified pipeline into multi-year enterprise contracts and solidifying Panopto's presence in key ANZ higher education and enterprise institutions. YOUR LEGACY — FULL OWNERSHIP OF ANZ SLED & ENTERPRISE REVENUE Establish a predictable, scalable sales playbook for the ANZ market that drives sustained year-over-year ARR expansion and positions Panopto as the default video knowledge platform across the region. VALUES IN ACTION * Customer First, Always: You proactively surface friction points in the customer experience before they are escalated—and propose solutions, not just reports. * Thrive Together: You share work-in-progress for early feedback, 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 work and invest in developing those around you. You treat every project as an opportunity to learn something new. * Act with Ownership: You define success by outcomes, not activity. You flag problems early and bring a proposed path forward, not just the problem. * Clarity Over Complexity: You default to the simpler solution. Your written communication—internal or external—is direct, specific, and free of filler. HOW WE THRIVE You’ll join a collaborative APAC sales team where we challenge ideas, not people, knowing our success depends on our collective wisdom. We partner closely on complex Tender/RFP responses, share competitive insights across regions, and support one another to ensure every account strategy is built for long-term customer success. THE FOUNDATION FOR SUCCESS * SaaS Sales Ownership: Proven track record of managing complex B2B SaaS or PaaS sales cycles (6+ months) within enterprise or education (SLED) markets. * Pipeline & Forecast Rigor: Experience building and maintaining a pipeline of 50+ accounts in Salesforce while maintaining accurate forecasting metrics. * Consultative Selling Mastery: Ability to identify multifaceted use cases, translate technical capabilities into clear value propositions, and conduct tailored end-user demonstrations. * Contract & RFP Management: Hands-on experience responding to government/educational tenders, reviewing pricing models, and negotiating commercial contract terms. WHAT SETS YOU APART * Established relationships and an active professional network within Higher Education institutions or SLED procurement bodies in Australia and New Zealand. * Background scaling revenue in private equity-backed or high-growth SaaS environments. WHAT SUCCESS LOOKS LIKE * By Day 30: Complete product onboarding, deliver a practice demonstration to sales leadership, and complete a full territory audit of existing ANZ opportunities. * By Day 60: Engage priority SLED/Enterprise target accounts, submit responses for active regional RFPs, and establish outreach sequences for new outbound leads. * By Day 90: Own a qualified pipeline of 50+ target accounts, advance primary deals into contract negotiation, and maintain an accurate quarterly forecast in Salesforce. Beyond the Requirements: At this point, we hope you're feeling excited about the job description you’re reading. Even if you don't feel that you meet every single requirement, we still encourage you to apply. We're eager to meet people that believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes. We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here. Recruiting Tips: From crafting an impressive resume to presenting your best self during our interviews, we're dedicated to ensuring you feel well-prepared and self-assured as you embark on opportunities at Panopto. Discover some valuable Recruiting Tips from our team. The standard interview process at Panopto involves several steps, outlined below, to ensure we approach the process thoughtfully and consistently: Application Review -> Recruiter Call -> Video Interview & Assessment -> Hiring Manager Call -> Interview Loop -> Debrief -> Offer Our people and culture Panopto’s mission is to be the leader in visual and audio-based learning in a capture and post-capture world. Our user base is as diverse as the world’s universities and businesses. Panopto’s commitment to fostering a fair, 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 empowers us to challenge ideas (not people) recognizing that our shared success relies on collective wisdom. It drives us to continuously improve and innovate, ultimately elevating 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 1,600 companies and universities worldwide with over 11 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. 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 Panopto's 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.

Senior Account Executive, ANZ (Australia)

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