Senior Account Executive, EDU

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.

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.

• 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.

• 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.

• 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.

• 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…