Senior Account Executive, EDU

Panopto; Northern (KY); Hybrid; USD 120,000 - 130,000; Full time

Benefits offered by this job

Health insurance

Retirement plan

Flexible spending accounts

Paid time off

Job summary

Panopto is seeking a Senior Account Executive, Education (EDU) to expand our higher education footprint across the Americas. You will lead complex procurements, articulate Panopto’s value, and partner with Provosts, CIOs, and instructional technologists to deploy video knowledge infrastructure campus-wide.

You will own the EDU sales cycle, manage a disciplined Salesforce pipeline, and collaborate with Marketing to optimize target messaging and demos.

Qualifications

• EdTech SaaS expertise in higher education settings.
• Experience selling to colleges and universities with complex procurement.
• Strong knowledge of LMS integrations and data security considerations.
• Proven ability to manage multi-stakeholder deals and forecast pipeline in Salesforce.
• Results-driven with a history of meeting or exceeding quotas.

Responsibilities

• Acquire new EDU logos and drive ARR growth.
• Navigate complex institutional procurement with executive stakeholders.
• Deliver consultative discoveries and tailored demos.
• Maintain Salesforce pipeline with accurate forecasting and account health.
• Lead responses to institutional RFPs and tenders with cross-functional teams.
• Collaborate with Customer Success to enable future expansion.

Skills

SaaS sales

Higher Education sales

LMS integrations

Security evaluations

Account planning

Forecasting in Salesforce

Tools

Canvas

Blackboard

Brightspace

Job description

To enhance our team we are seeking an experienced Senior Account Executive, Education (EDU) to expand new business across our higher education 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, Education (EDU), you will serve as the commercial engine driving our growth across colleges, universities, and educational institutions in the Americas. You will uncover, navigate, and close high-value business agreements with higher education institutions looking to transform how they teach, learn, and manage video knowledge infrastructure. This role requires a consultative partner who can lead academic stakeholders, Provosts, CIOs, and instructional technology teams through complex institutional procurement, LMS integrations, and security evaluations to achieve successful campus-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 EDU Logos: Drive net-new annual recurring revenue (ARR) by converting higher education prospects into long-term Panopto partners.

• Navigate Complex Institutional Procurement: Map out university organizational structures to build alignment across executive leadership, Provosts, CIOs, faculty committees, and procurement leads.

• Run Consultative Discoveries & Demos: Master Panopto's technical capabilities to deliver tailored demonstrations that address specific instructional technology, VCMS, and LMS integration 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 solutions engineering, legal, and security teams to assemble highly accurate, compelling responses to institutional higher education RFPs and tenders.

• 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 Audit

• Complete product and market onboarding, successfully delivering your first consultative demonstration to an academic prospect.

• Audit your assigned Americas higher education territory to identify, prioritize, and build a strategic outbound target list of colleges and universities.

• 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 Net-New ARR

• Close your first higher education 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 EDU Market Growth

• Establish a repeatable, highly scalable higher education sales blueprint that helps other team members shorten academic sales cycles at Panopto.

• Deepen Panopto’s footprint in the educational technology space, making our video platform the gold standard for higher education 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 Education Sales team, we operate on mutual support and real-time collaboration. We hold weekly virtual deal clinics to brainstorm complex academic 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

• EdTech SaaS Expertise: Proven experience successfully managing full-cycle SaaS sales within higher education or academic technology environments.

• Complex Deal Orchestration: Demonstrated ability to manage multi-stakeholder higher education deals, engaging smoothly with Provosts, CIOs, Instructional Designers, IT Security, and Procurement.

• Technical Literacy: Strong technical aptitude allowing you to confidently discuss LMS integrations (Canvas, Blackboard, Brightspace), video infrastructure, and data security with campus IT departments.

• Account Planning: Experience building and executing systematic territory plans to target, warm up, and break into target higher education 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 into Higher Education, Learning Management Systems (LMS), Video Content Management Systems (VCMS), or adjacent EdTech spaces.

• Familiarity with enterprise video technologies, digital multi-media, or enterprise search platforms.

• An active network of Higher Education decision-makers, CIOs, Provosts, or Instructional Technology 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 higher education accounts, leading active, qualified conversations with key academic stakeholders.

$120,000 - $130,000 a year

Total Rewards:

The salary range for this position is $120,000 - $130,000 USD per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of $240,000 - $260,000 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.