Account Executive, Education

Summary

Join Panopto as an Account Executive to drive new business in educational institutions across the Americas. You will focus on mid-market outbound outreach, connecting with high-value prospects, and building lasting partnerships. The role involves managing the entire sales cycle, ensuring exceptional customer experiences, and exceeding sales targets. You will become a technology expert, tailoring demos to customer needs and collaborating with the Account Management team. Success is measured by new business, revenue growth, and customer satisfaction. Opportunities exist to contribute to initiatives that advance core values and elevate your skills.

Requirements

• Passionate, self-motivated, with a positive attitude and passion for building customer relationships and being part of a high-performing sales team
• Curious, technically adept, and able to balance a wide variety of tasks
• 2+ years of experience working in a B2B SaaS environment
• 1+ years of experience managing and closing deals in a fast-paced technology organization
• Strong at account planning, prospecting, and garnering the attention of senior executives
• Excellent communication and presentation skills
• Ability to effectively demonstrate technology products to audiences of various levels of technical proficiency
• Experience with Salesforce, Outreach, ZoomInfo or other similar tools
• $85,000 - $95,000 a year

Responsibilities

• Driving Customer Value
• Your role is to understand our customers' biggest challenges and help them solve those problems with our technology
• By focusing on their needs first, you'll naturally uncover new opportunities within their organizations and expand our existing partnerships
• This involves using sound business judgment and creativity to build strategic relationships with key stakeholders
• You'll also need to proactively engage with our executive team to ensure you have the resources you need to deliver an exceptional experience for your customers
• Sales Driven: Exceed monthly, quarterly sales targets by driving new opportunities and expansion opportunities into existing accounts
• Exercise sound business judgment, creativity, and resourcefulness in the pursuit of strategic accounts
• Write a territory plan and engage with all levels of the executive team to ensure you have the resources you need to accomplish your goals
• Deep Technology Expertise
• We expect you to become an expert on our complex platform, but not for the sake of knowing the technology
• Your expertise should be used to directly address customer pain points
• When you conduct a demo, it should be tailored to the user's specific desired outcomes, demonstrating exactly how our solution will solve their problems and improve their daily work
• Technology: Develop a thorough knowledge of a complex technology platform and the ability to launch into a demo with the end user’s desired outcomes in mind
• Align the Panopto solution with problems you uncover in your customers’ organizations
• Building Lasting Relationships
• Building and maintaining strong, productive relationships with customers at all levels of an organization is key
• By focusing on their needs and demonstrating our value, you will become a reliable partner
• This approach also extends to our internal partnerships
• You will work closely with the Account Management team to ensure our customers are not only satisfied but are also successfully adopting and utilizing our platform
• This collaboration is crucial for identifying new opportunities to help them grow and succeed
• Customer Focus: Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations
• Collaboration: Partner with the Account Management team to ensure high satisfaction and adoption within your accounts as you continuously upsell and expand into new departments

Benefits

• Health insurance
• Retirement savings plans
• Life and disability insurance programs
• Programs that provide for both paid and unpaid time away from work
• Commission earnings per the Sales Commissions Plan with an on-target-earnings of $170,000 - $190,000 USD as part of the compensation package
• Flexible spending accounts
• Employees in this position are eligible to work remotely