Higher Education Sales Account Executive

Location: Seattle or Remote, WA
Type: Full Time
Department: Sales
Status: Open
Required Experience: Experienced

Job Description

As an experienced sales professional in the higher education market, you’ve never seen a workplace like this before.  Panopto has created an environment to support sales success through operational rigor, cultural authenticity, and an unrelenting focus on our customers.  With the unparalleled growth of video adoption, we’re seeking an experienced salesperson to drive new business across higher education organizations through collaborative problem solving and excitement about our solution. Are you ready to help us drive continued growth?

About Panopto

We believe that video can have a transformative effect on learning. So we built a video platform that helps businesses and universities improve the way that they train, teach, and share knowledge.  We’ve been a pioneer in video capture software, video content management systems, and inside-video search technology. We’ve been recognized by Deloitte as one of the fastest-growing technology companies in North America, and by Gartner as a Leader in video content management.  

 About the role

As a Sales Executive for Higher Education at Panopto, you are an essential contributor to our continued growth by driving sales and ongoing revenue from the Panopto solution.  You bring a proven track record of software-as-a-service or platform-as-a-service sales in the education market and will:

  • 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 accounts using Salesforce with a high degree of forecast accuracy and visibility into account activity.
  • Effectively identify myriad use cases for a software solution and build a compelling business case tailored to the prospect.
  • Exercise sound business judgment, creativity, and resourcefulness in the pursuit of strategic accounts.
  • 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 RFP responses.
  • Successfully lead prospects through contract negotiations.

About you

The higher education segment is a unique space and takes a driven, passionate and organized person to succeed.  You bring to the table:

  • 5+ years of 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
  • Excellent written and verbal communication skills
  • 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
  • Willingness and ability to travel up to 25%

We expect a lot and so should you

  • As a growing company with a lot of exciting challenges ahead of us, we provide ample opportunity to learn and stretch your capabilities.
  • We reward for the work you do with a market-competitive total compensation philosophy
  • We’re in it together and back that up with our employee stock option plan.
  • You will be eligible for fully-paid health, dental, vision, and other benefits.
  • Our paid-time-off includes that tricky week during the December holidays.
  • It’s not just us saying it, we have received awards for our work environment.  Join us for free snacks, company parties, costume contests, and pet an occasional furry guest.



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