Senior Account Executive, ANZ (Australia)

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. 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.