Account Executive Enterprise

Account Executive, Enterprise

About Panopto

Panopto is a global leader in video capture, management, and inside-video-search technology. As a remote-first company with offices worldwide, we empower organizations to leverage the power of video for learning, collaboration, and knowledge sharing.

Job Description

We are seeking a driven and results-oriented Account Executive to join our growing team. In this role, you will be responsible for driving sales and revenue growth within enterprise accounts. You will leverage your strong communication and presentation skills to build relationships, understand customer needs, and demonstrate the value of Panopto's platform.

Responsibilities:

• Manage a portfolio of enterprise accounts, driving revenue growth and customer expansion.
• Develop and execute account plans to identify opportunities and penetrate key decision-makers.
• Conduct product demonstrations and presentations to showcase Panopto's capabilities.
• Negotiate and close deals, exceeding sales targets and contributing to overall company revenue.
• Collaborate with the Account Management team to ensure customer satisfaction and successful product adoption.

Qualifications:

• 2+ years of experience in B2B SaaS sales, with a proven track record of success in a fast-paced environment.
• 1+ years of experience managing and closing deals within enterprise accounts.
• Strong account planning, prospecting, and negotiation skills.
• Excellent communication, presentation, and interpersonal skills.
• Experience with CRM tools such as Salesforce, Outreach, or ZoomInfo.

Compensation & Benefits:

• Competitive salary range: $90,000 - $100,000 per year.
• On-target-earnings of $180,000 - $200,000 through commission.
• Comprehensive Total Rewards package including health insurance, flexible spending accounts, retirement savings plans, life and disability insurance, and paid time off.

Qualifications

Required:

• Experience: Minimum 2 years in a B2B SaaS sales environment. 1+ year experience managing and closing deals in a fast-paced technology organization.
• Sales Skills: Proven ability in account planning, prospecting, and negotiation.
• Communication & Presentation: Excellent written and verbal communication skills with the ability to effectively present technology products to diverse audiences.
• Technical Proficiency: Familiarity with video capture and management software is a plus.
• Tools: Experience using CRM platforms like Salesforce, Outreach, or ZoomInfo.

Preferred:

• Bachelor's degree in Business, Marketing, or a related field.
• Experience selling to enterprise-level clients.
• Track record of exceeding sales targets and revenue goals.

Key Responsibilities:

• Drive Revenue Growth: Exceed sales targets and generate recurring revenue by acquiring new enterprise clients and expanding existing accounts.
• Develop Strategic Accounts: Build and manage a portfolio of key enterprise accounts, understanding their unique needs and developing tailored solutions.
• Solution Selling: Deeply understand the Panopto platform and effectively articulate its value proposition to address customer pain points and business objectives.
• Relationship Management: Cultivate strong relationships with key stakeholders at all levels within client organizations, fostering trust and long-term partnerships.
• Pipeline Management: Proactively identify and qualify new sales opportunities, manage the sales pipeline, and forecast revenue accurately.
• Collaboration: Work closely with internal teams, including Sales Engineering, Customer Success, and Marketing, to ensure seamless customer experience and successful account growth.

Panopto Account Executive Enterprise Hiring Workflow

1. Application Review: AI-powered screening analyzes resumes and cover letters for relevant keywords and experience matching the job description.

2. Phone Screening: Qualified candidates participate in a 30-minute phone interview with a recruiter to assess communication skills, motivation, and basic qualifications.

3. Skills Assessment: Candidates complete a short online assessment testing their sales acumen, negotiation skills, and product knowledge.

4. Video Interview: Top candidates engage in a structured video interview with the hiring manager, focusing on behavioral questions and experience with SaaS sales.

5. In-Person Interview (Optional): Finalists may participate in an in-person interview at a Panopto office or remotely via video conferencing, involving a panel of team members.

6. Reference Checks: Panopto verifies candidate references to confirm work history, skills, and cultural fit.

7. Offer & Onboarding: Selected candidate receives a formal offer outlining compensation and benefits. Successful onboarding ensures a smooth transition into the role.

About Panopto

Panopto is a global leader in video capture, management, and search technology, empowering organizations to unlock the power of video. As a remote-first company with a team of 200+ professionals, Panopto fosters a collaborative and innovative environment. Headquartered in Pittsburgh, with offices in London, Hong Kong, Singapore, and Sydney, Panopto serves a diverse range of clients worldwide.

Driven by a passion for innovation, Panopto's cutting-edge platform enables seamless video creation, organization, and discovery. Their solutions are used by leading educational institutions, corporations, and government agencies to enhance learning, improve communication, and drive business success.