Senior Account Executive

Summary

Join Panopto as a Senior Account Executive and drive sales of our video platform to higher education institutions. You will cultivate relationships with potential clients, manage a sales pipeline, and exceed sales quotas. This role requires a consultative sales approach, strong presentation skills, and extensive experience in higher education sales. You will be responsible for managing large, complex sales opportunities and negotiating contracts. Panopto offers a competitive salary and benefits package, including commission, and embraces a remote-first work environment.

Requirements

• Bachelor's Degree or related experience
• 7+ years experience selling into Higher Education
• Proficient computer skills and ability to learn and utilize new software/hardware
• Solid record of success and proven ability to sell enterprise solutions
• Exemplary presentation skills and the ability to demo products live, on-line, on-the-fly, and in front of large audiences
• Comprehensive knowledge of the Higher Education sector
• Experience with CRMs, proposal/bid writing, and resourceful communication abilities
• Travel as required throughout multi-state territory

Responsibilities

• Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations
• Build and manage a robust pipeline of new and upsell education opportunities, using Salesforce, with a high degree of forecast accuracy and visibility into account activity
• Develop a thorough knowledge of a complex technology platform and launch into a demo with the end user in mind
• Partner with a team to provide RFP responses
• Manage large, complex education prospects to drive full campus deployments
• Meet and exceed sales quotas
• Demonstrate experience with the educational technology market
• Navigate through various levels within a university
• Build consensus with multiple stakeholders
• Sell to university leadership, both administrative and academic
• Negotiate and close new client sales, including reviewing and delivering contracts, pricing, terms and conditions

Preferred Qualifications

• SAAS sales experience
• Experience and/or interest in video, search, and digital multi-media

Benefits

• Health insurance
• Flexible spending accounts
• Retirement savings plans
• Life and disability insurance programs
• Programs that provide for both paid and unpaid time away from work
• Commission earnings
• Remote work