Remote SDR: Build Pipeline & Outbound Mastery (EMEA)

Panopto; Pittsburgh (Allegheny County); Hybrid; USD 45,000 - 52,000; Full time

Job summary

Panopto is seeking a Sales Development Representative to join the EMEA team, generating new qualified leads for the sales pipeline from inbound and outbound efforts. You will own activity targets, perform discovery calls, and represent Panopto at trade shows.

You’ll collaborate with Account Executives, Sales Engineers, and Marketing, using tools like Salesforce, Outreach, and Lusha/ZoomInfo to drive pipeline growth. Remote-friendly role with opportunities for career progression.

Qualifications

• Bachelor’s degree or equivalent practical 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).
• Fluency in English.
• Core Sales Competencies: Proven inside sales experience, qualification, pre-call planning, and strong phone skills.
• Hands-on experience with Salesforce (or similar CRM), Outreach, and lead enrichment tools (Lusha/ZoomInfo).
• Ability to stay organized, multi-task, prioritize, and manage time effectively in a fast-paced environment.

Responsibilities

• Build Pipeline & Outreach: Source new sales opportunities through inbound lead follow-up, outbound cold calls, emails, and LinkedIn messaging.
• Prospecting & Discovery: Conduct discovery calls, qualify prospects, and attend trade shows to represent Panopto.
• Lead Qualification: Identify key decision-makers and maintain your territory database.
• Team Collaboration: Route qualified opportunities to Account Executives and assist in bringing new customers on board.
• Technology: Master Panopto platform usage to qualify prospects based on needs.

Skills

Inside sales

Lead qualification

Prospecting

Outbound outreach

CRM tools

Education

Bachelor’s degree or equivalent practical experience

Tools

Salesforce

Outreach

Lusha

ZoomInfo

Job description

Panopto is seeking a Sales Development Representative to join the EMEA team, generating new qualified leads for the sales pipeline from inbound and outbound efforts. You will own activity targets, perform discovery calls, and represent Panopto at trade shows.

You’ll collaborate with Account Executives, Sales Engineers, and Marketing, using tools like Salesforce, Outreach, and Lusha/ZoomInfo to drive pipeline growth. Remote-friendly role with opportunities for career progression.