Senior Account Executive, Enterprise (Americas)

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. To enhance our team we are seeking an experienced **Senior** **Account Executive, Enterprise to expand new business across our corporate enterprise accounts in the Americas.** #### #### 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 a Senior Account Executive, Enterprise, you will serve as the commercial engine driving our corporate growth in the Americas. You will uncover, navigate, and close high-value business agreements with mid-market and large corporations looking to transform how they train, onboard, and retain knowledge. This role requires a consultative partner who can lead stakeholders through complex security, procurement, and technical evaluations to achieve successful company-wide deployments. 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… - **Acquire New Enterprise Logos**: Drive net-new annual recurring revenue (ARR) by converting corporate prospects into long-term Panopto partners. - **Navigate Complex Procurement**: Map out corporate organizational structures to build alignment with executive sponsors, IT security teams, and procurement leads. - **Run Consultative Discoveries & Demos**: Master Panopto's technical capabilities to deliver tailored demonstrations that address specific corporate training and knowledge-sharing friction points. - **Maintain Salesforce Integrity**: Manage your pipeline with disciplined accuracy, providing leadership with clear visibility into forecasting, account health, and deal progress. - **Execute Competitive RFPs**: Partner with security, legal, and product teams to assemble highly accurate, compelling responses to enterprise RFPs. - **Partner with Customer Success**: Align with Account Managers to design clean handoffs, ensuring high adoption rates that pave the way for future account expansion. #### #### Within 90 Days — Integration and Audi**t** - Complete product and market onboarding, successfully delivering your first consultative demonstration to a corporate prospect. - Audit your assigned Americas enterprise territory to identify, prioritize, and build a strategic outbound target list. - Secure initial discovery meetings and build a validated pipeline equal to at least twice your ramped quota. #### Within 4 - 6 Months — First Measurable Impact on [KPI] - Close your first corporate enterprise deals in the Americas, generating predictable Net New ARR. - Improve deal cycle velocity by establishing standardized proof-of-concept plans that address common security and technical objections early. - Collaborate with Marketing to refine target persona messaging based on insights gained from your active deal cycles. #### Your Legacy — Full Ownership of [Product/Process] - Establish a repeatable, highly scalable corporate sales blueprint that helps other team members shorten enterprise sales cycles at Panopto. - Deepen Panopto’s footprint in the corporate learning space, making our video platform the gold standard for knowledge sharing across the Americas. #### #### 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 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" In the Enterprise Sales team, we operate on mutual support and real-time collaboration. We hold weekly virtual deal clinics to brainstorm complex procurement hurdles and review upcoming presentations together. When a strategic deal stalls, we rally as a team to unlock the account, leveraging our collective network and resources to help you cross the finish line. #### #### The Foundation for Success - **B2B SaaS Expertise**: Proven experience successfully managing full-cycle sales within a corporate B2B SaaS environment. - **Complex Deal Orchestration**: Demonstrated ability to manage multi-stakeholder deals, engaging smoothly with HR, Learning & Development, IT Security, and Executive leadership. - **Technical Literacy**: Strong technical aptitude that allows you to confidently discuss integrations, video infrastructure, and data security with corporate IT departments. - **Account Planning**: Experience building and executing systematic territory plans to target, warm up, and break into cold enterprise accounts. - **Outcome-Driven Mindset**: A history of consistently meeting or exceeding quarterly and annual sales quotas through strategic ownership of your business. #### #### What Sets You Apart - Direct experience selling SaaS platforms in HR, corporate training, Learning & Development (L&D), or adjacent knowledge management spaces. - Familiarity with enterprise video technologies, digital multi-media, or enterprise search platforms. - An active network of corporate learning officers, HR executives, or IT leaders in the Americas. #### #### What Success Looks Like By day 90, you will have completed your onboarding, successfully delivered an outcome-based platform demonstration to the sales team, and validated your strategic territory expansion plan. You will have initialized outreach into your target accounts, leading active, qualified conversations with key corporate stakeholders.