Director, Industry Practice Lead - Corporate Enterprise

Job description

**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. **Position Summary** In this role, you will have the opportunity to do meaningful work in your career, elevating your craft while contributing to a team that values lifelong learning. As Director, Industry Practice Lead – Corporate Enterprise, you will serve as Panopto’s trusted domain authority and top-of-funnel growth engine across the enterprise market. Operating as a senior individual contributor reporting directly to the Chief Revenue Officer (CRO), you will bridge corporate talent strategy, workforce enablement, and product capability. You will serve as a sought-after expert in L&D and corporate learning, building peer-level trust with Chief Learning Officers, Heads of Talent, and enterprise IT leaders to open new pipeline and articulate how video-based knowledge management transforms workforce productivity. 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… - **Top-of-Funnel Pipeline Creation & Industry Authority:** Represent Panopto as a leading voice at major industry conferences (e.g., ATD, DevLearn, HR Tech), executive roundtables, and panel discussions. Activate your executive network to generate trusted top-of-funnel prospects, raise brand awareness, and open new enterprise pipeline. - **Strategic Subject Matter Expertise in Deals:** Partner with Account Executives on high-profile pre-sales opportunities as an industry peer and product expert. Seamlessly discuss corporate learning trends, business objectives, and Jobs to Be Done (JTBD) to build buyer confidence without carrying direct deal-closing responsibility. - **Customer Value & Adoption Advisory:** Conduct strategic account engagements with existing enterprise customers to evaluate current usage patterns, understand business goals, and prescribe tailored solution strategies that improve adoption, increase platform value, and identify natural expansion opportunities. - **Domain Frameworks & Product Voice:** Develop practitioner-focused domain playbooks, usage frameworks, and industry point-of-view content that elevate field conversations. Synthesize field signals on corporate learning challenges, compliance needs, and AI workflows to advise internal Product and Product Marketing teams. **What Success Looks Like** - **Within 3 Months:** Complete a baseline assessment of corporate enterprise buyer priorities, establish an engagement cadence with Sales and Product Marketing, and participate in select high-profile pre-sales strategy discussions. - **Within 6 Months:** Publish initial industry point-of-view content, lead executive engagements at key industry events to build top-of-funnel pipeline, and deliver solution adoption recommendations for top enterprise accounts. - **Within 1 Year:** Drive measurable growth in influenced pipeline, brand presence, and account expansion across Fortune 500 accounts, establishing Panopto as the premier partner for corporate video learning. - **Your Legacy:** Build a scalable, repeatable vertical practice model that elevates Panopto's market authority and defines domain-led growth. **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** At Panopto, we believe in simple elegance in everything we do. We do not just talk about accountability; we live it. You will be joining a collaborative team of seasoned Account Executives and Revenue leaders who are deeply embedded in the enterprise sector. As Director, Industry Practice Lead, you will be the bridge between technical capability and business transformation. You will partner directly with our Account Executives to inspire leaders, demonstrate the value of our platform, and bring our AI-driven video knowledge vision to life. This is an opportunity to serve as a trusted advisor to key buyers, shape our go-to-market strategy, and serve as the voice of the customer back to our Product and Engineering teams. **The Foundation for Success** - **Education:** Bachelor’s degree in Business, Human Resources, Instructional Design, Organizational Development, or a related field (or equivalent practical experience). - **Experience:** 8+ years of total experience combining corporate domain leadership (e.g., L&D, Enablement, Talent Development) with 3+ years of commercial GTM experience (e.g., Solutions Consulting, Practice Strategy, Value Engineering) in enterprise SaaS. - **Technical & Product Proficiency:** Strong understanding of enterprise learning technology stacks (LMS, LXP, HRIS), video infrastructure, and integration concepts (SSO, API workflows). Ability to demonstrate platform capabilities through an industry and user-outcome lens. - **Communication & Influence:** Proven track record as a conference speaker, executive communicator, or published writer skilled at engaging C-suite executives, HR leaders, and IT buyers. - **Domain Knowledge:** Comprehensive understanding of corporate learning metrics, workforce upskilling frameworks, knowledge management challenges, and enterprise procurement dynamics. - **Travel Commitment:** Willingness to travel 25% – 40% for customer engagements, industry conferences, and key field events. **What Sets You Apart** - Master’s degree or professional certifications (e.g., CPTD, CPTM). - Active advisory or leadership roles in major HR and L&D communities (e.g., ATD, Brandon Hall, Bersin, HR Tech). - Direct experience leading enterprise learning transformations or adopting AI-driven learning tools at scale. **Join Us** Join Panopto and play a pivotal role in transforming how enterprise organizations capture, share, and scale workforce knowledge. If you are a seasoned L&D and technology leader ready to drive executive engagement and accelerate growth across Fortune 500 accounts, we encourage you to apply. **Total Rewards** The salary range for this position is **$160,000 - $200,000 USD** per year. This position is also eligible for a bonus as part of the compensation package. Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work. At Panopto, we know that great people make an organization great. We value our people and offer employees benefits that are market competitive for our industry. Learn more about what working at Panopto can mean for you. At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.