Account Executive

Summary

Join Panopto as a Sales Executive for Higher Education in Australia and New Zealand, contributing to our growth by driving sales and revenue of the Panopto solution. You will leverage your SaaS sales experience in the education market, building and managing a robust sales pipeline, and effectively demonstrating our software to potential clients. Collaborate with a team to respond to tenders and RFPs. This role requires proven sales success, exceeding quotas, and knowledge of the educational technology market. The position offers a competitive salary ($150,000 - $160,000 AUD per year) plus commission, with on-target earnings of $300,000 - $320,000 AUD. Panopto is a remote-first company, offering a variety of benefits.

Requirements

• Proven sales experience managing inbound leads balanced with outbound activity in a high-volume environment
• A consistent and proven record of exceeding sales quotas
• Knowledge of the educational technology market
• An ability to quickly build relationships, uncover needs and prioritize stakeholder goals for new prospects as well as uncover additional opportunity within existing accounts
• Ability to communicate effectively verbally and in writing
• Experience responding to and managing tenders issued by Universities
• Proven ability to demonstrate software products to functional and technical audiences
• Skills necessary to negotiate and close new client sales, including reviewing and delivering contracts, pricing, terms, and conditions
• Experience balancing efforts between inbound and outbound activities to build and manage a pipeline of more than 50 accounts with 6+ month sales cycles

Responsibilities

• Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations
• Successfully lead prospects through contract negotiations
• Build and manage a robust pipeline of new education accounts using Salesforce with a high degree of forecast accuracy and visibility into account activity
• Exercise sound business judgment, creativity, and resourcefulness in the pursuit of strategic accounts
• Effectively identify myriad use cases for our software solution and build a compelling business case tailored to the prospect
• Develop a thorough knowledge of a complex technology platform and the ability to launch into a demo with the end-user in mind
• Collaborate with a team to provide Tender and RFP responses

Benefits

• Health insurance
• Retirement savings plans
• Life and disability insurance programs
• Programs that provide for both paid and unpaid time away from work