Sales Development Representative (EMEA)

Panopto; Greater London; Hybrid; GBP 34,000 - 39,000; Full time

Job summary

Panopto is seeking a Sales Development Representative for the EMEA region. You will own the end-to-end process of generating new qualified leads for our sales pipeline, including inbound and outbound activities.

You’ll qualify prospects and support Account Executives to close deals while learning the Panopto platform. Ideal candidates have 1–2 years in a sales-facing role, strong English, and proficiency with Salesforce, Outreach, and lead enrichment tools.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 1–2 years of experience in sales or a sales/customer-facing internship (SaaS/Tech preferred).
• Fluency in English required.
• Proven inside sales/sales development with ability to meet targets.
• Experience with Salesforce, Outreach, and lead enrichment tools.

Responsibilities

• Build pipeline and outreach through inbound follow-up, outbound calls, emails, and LinkedIn messaging.
• Perform discovery calls and qualify prospects; attend trade shows to represent Panopto.
• Research accounts, identify decision-makers, and generate interest to grow your database.
• Route qualified opportunities to Account Executives and collaborate to bring in new customers.
• Master Panopto platform to qualify prospects based on needs and requirements.

Skills

Inside sales

Lead qualification

Discovery calls

Prospecting

Inbound outbound

Education

Bachelor's degree or equivalent

Tools

Salesforce

Outreach

Lusha

ZoomInfo

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 a motivated Sales Development professional to join our Sales Development Representative, EMEA team here at Panopto and make a visible difference for our business.

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 a Sales Development Representative, you own everything to do with generating new qualified leads for our sales pipeline: strategy, planning, and execution. You will own specific activity targets for qualifying potential customers from both inbound (they contact us) and outbound (we contact them) initiatives. In addition to activity targets, you will explore and recommend creative outbound sales campaigns to drive qualified pipeline.

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:

• Build Pipeline & Outreach: Source new sales opportunities through inbound lead follow-up, outbound cold calls, emails, and LinkedIn messaging.
• Prospecting & Discovery: Perform effective discovery and qualification calls with prospects. Attend in-person trade shows and exhibitions to represent Panopto.
• Lead Qualification: Research target accounts, identify key decision-makers (particularly C-Level, VP, and Director personas across HR and IT departments), and generate interest to maintain and expand your database within your assigned territory.
• Team Collaboration: Route qualified opportunities to the appropriate Account Executives for further development and closure, assisting and partnering with them to bring new customers on board.
• Technology: Master how the Panopto platform is used by our customers to effectively qualify prospects based on their specific needs and requirements.

What Success Looks Like

• Within 3 Months: Complete onboarding, gain deep fluency in the Panopto platform and value proposition, master internal sales tools (Salesforce, Outreach, Lusha/ZoomInfo), and comfortably begin executing daily inbound and outbound prospecting activities.
• Within 6 Months: Consistently meet or exceed monthly and quarterly activity and qualified lead targets, effectively run discovery calls with key HR/IT stakeholders, and forge strong cross-functional partnerships with regional Account Executives.
• Within 1 Year: Serve as a reliable engine for regional pipeline growth, contribute novel outbound messaging campaigns, over-achieve quota targets, and begin developing core sales leadership skills for career progression within Panopto.
• Your Legacy: Establish scalable demand generation frameworks in your territory that expand Panopto's reach and set the benchmark for sales development excellence.

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 globally diverse team that thrives on clarity, ownership, and continuous improvement.

We operate with a bias toward action- balancing strategic thinking with execution and hold ourselves accountable to outcomes that drive the business forward. The Sales Development team works in close partnership with Account Executives, Sales Engineers, and Marketing leaders in a tight-knit culture to ensure an exceptional journey for leads from initial outreach to becoming long-term customers. Collaboration is at the core of how we work, and we value diverse perspectives that strengthen our collective thinking.

The Foundation for Success

• Education: Bachelor's degree or equivalent practical experience.
• Experience: 1‒2 years of experience working in a sales role (any industry) OR completion of a sales/customer-facing internship (preferably in SaaS/Tech or fundraising).
• Language Requirements:
  • Fluency in English
• Core Sales Competencies: Proven inside sales/sales development experience converting prospects and a track record of meeting/over-achieving targets. Solid experience in opportunity qualification, pre-call planning, and confident phone control.
• Tools & Systems: Hands-on experience working with Salesforce (or similar CRM), Outreach, and lead enrichment tools (e.g., Lusha, ZoomInfo).
• Professional Skills: Ability to stay organized, multi-task, prioritize, and manage time effectively in a fast-paced environment.

What Sets You Apart

• Additional Languages:
  • Second language fluency in German, French, Italian, Spanish, or another European language.
• Industry Focus: Previous experience in B2B tech/SaaS sales.
• Persona Experience: Prior success qualifying opportunities involving multi-stakeholder decisions with C-Level, VP, and Director personas in HR and IT.
• Productivity Tools: High proficiency with web presentation tools and corporate productivity suites.

Join Us

Join Panopto and be part of an exciting journey where your passion for working in a collaborative environment will make a significant impact on our growth trajectory. We’re looking for people with excellent communication and listening skills, a genuine interest in what we do, and a fantastic attitude when faced with business challenges.

£34,000 - £39,000 a year

Total Rewards

The salary range for this position is £34,000 - £39,000 GBP per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of £60,000 GBP 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.

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.