Director Industry Practice Lead L&D at Panopto
Panopto
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Benefits offered by this job
Job summary
Panopto is seeking a Director, Industry Practice Lead – Corporate Enterprise, a senior IC role reporting to the CRO. You will be Panopto's domain authority and top-of-funnel growth engine across the enterprise market, bridging corporate talent strategy, workforce enablement, and product capability.
You will engage with Chief Learning Officers and IT leaders to open new pipeline, articulate how video-based learning transforms workforce productivity, and shape GTM and product strategy for
Qualifications
- 8+ years total experience combining corporate domain leadership (e.g., L&D, Enablement, Talent Development) with 3+ years of commercial GTM experience in enterprise SaaS.
- Strong understanding of enterprise learning technology stacks (LMS, LXP, HRIS) and video infrastructure.
Responsibilities
- Represent Panopto as a leading voice at major industry conferences and executive roundtables to build top-of-funnel pipeline.
- Partner with Account Executives on pre-sales opportunities using JTBD framing to build buyer confidence.
- Develop domain playbooks, usage frameworks, and industry content to elevate field conversations.
Skills
Education
Job description
This is a senior individual contributor (IC) Director role reporting directly to the CRO — a rare combination that signals high visibility and strategic influence without people management overhead. For experienced L&D and enterprise SaaS professionals, this is a compelling career inflection point.
Compensation context: The $160K–$200K base plus bonus is competitive for a senior IC Director in enterprise SaaS, particularly in the edtech/learning technology space. At top-tier tech companies, Principal/Director-level pre-sales or practice lead roles benchmark between $170K–$220K OTE, so this sits at the lower-to-mid range — the bonus component matters significantly here.
- Executive thought leadership and industry analyst presence (ATD, Brandon Hall, Bersin ecosystem)
- AI-driven learning strategy and enterprise GTM fluency
- Cross-functional influence: Product, Sales, Marketing alignment without formal authority
- Vertical practice-building — a highly transferable skill as SaaS companies increasingly adopt domain-led growth models
Green flags: Remote-first culture, transparent pay bands, outcome-focused values, direct CRO reporting line, and clear 3/6/12-month success milestones suggest a mature, well-structured company. Panopto has been operating since 2007 with 1,600+ enterprise clients — this is not an early-stage risk.
Potential consideration: As a solo IC in a nascent practice-lead function, success depends heavily on internal buy-in. Clarify during interviews how the sales team has historically used domain experts and what budget exists for conference presence and content production.
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 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.
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.
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.
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.
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.
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.
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.
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.
Build a scalable, repeatable vertical practice model that elevates Panopto's market authority and defines domain-led growth.
You proactively surface friction points in the customer experience before they are escalated — and propose solutions, not just reports.
You share work-in-progress for early feedback, knowing that challenge improves the outcome. You separate critiques of ideas from critiques of people.
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.
You define success by outcomes, not activity. You flag problems early and bring a proposed path forward, not just the problem.
You default to the simpler solution. Your written communication — internal or external — is direct, specific, and free of filler.
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.
Bachelor's degree in Business, Human Resources, Instructional Design, Organizational Development, or a related field (or equivalent practical 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.
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.
Proven track record as a conference speaker, executive communicator, or published writer skilled at engaging C-suite executives, HR leaders, and IT buyers.
Comprehensive understanding of corporate learning metrics, workforce upskilling frameworks, knowledge management challenges, and enterprise procurement dynamics.
Willingness to travel 25%–40% for customer engagements, industry conferences, and key field events.
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.
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, 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.
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 encourages creativity, the free exchange of ideas, and harnesses the power of varied viewpoints.
We believe that video can have a transformative effect on learning. Since 2007, we have been a pioneer in video capture software, video management, and inside-video-search technology. Panopto has been adopted by more than 1,600 companies and universities worldwide with over 11 million end users. Today, Panopto's knowledge management platform is the largest repository of expert learning videos in the world. A proud remote-first company, Panopto is headquartered in Pittsburgh, with offices in London, Hong Kong, Singapore, and Sydney.
Panopto is an Equal Opportunity Employer. We value and encourage diversity and solicit applications from all qualified individuals without regard to race, color, religion, sex, marital status, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, or any other legally protected criteria.
Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely.
Candidates looking for flexible or remote-friendly positions are encouraged to apply. Employees in this position are eligible to work remotely, though they may make regular trips to a local international office from time to time, where applicable.
Panopto may utilize AI tools to enhance the efficiency, objectivity, and quality of the recruitment process across four areas: content creation, resume parsing, interview & assessment insights, and data organization. All final hiring decisions are made by human reviewers. AI tools undergo regular independent audits to detect and mitigate bias.
Candidates are permitted to use AI for preparation (mock interviews, research, career guidance tools) but are prohibited from using real-time AI assistance or submitting AI-generated work samples as their own during the hiring process. Panopto has a zero‑tolerance policy toward misrepresentation of job‑related skills.
By submitting your application and participating in the recruitment process, you acknowledge and consent to Panopto's use of AI as described above.
Panopto is dedicated to a fair and equitable hiring process for all candidates.
Is this role truly remote, or is there an office requirement? Panopto is a remote‑first company, and this position is fully eligible for remote work within the US. International remote candidates may occasionally visit a local Panopto office where applicable. How much travel is required for this role? The role requires 25%–40% travel annually for customer engagements, major industry conferences such as ATD and DevLearn, and key field events. What is the salary range and is there additional compensation? The base salary range is $160,000–$200,000 USD per year. The role also includes a performance bonus as part of the total compensation package. Panopto does not negotiate beyond the stated range. Does this role involve managing a team or is it an individual contributor position? This is
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