Director of Enterprise Sales

Location: Seattle, WA
Type: Full Time
Department: Sales
Status: Open
Required Experience: Manager/Supervisor

Job Description

Director of Enterprise Sales

Panopto has created an environment to support sales success through operational rigor, cultural authenticity, and an unrelenting focus on our customers.  The sales team has developed a truly collaborative culture, with each member contributing to the success of the team as a whole.  With unparalleled growth of video adoption in the enterprise market, we’re seeking a hands-on leader to drive new business through creative problem solving and excitement about our solution and unique value.

The Director of Enterprise Sales is responsible for driving the growth of sales to corporate/enterprise accounts and managing the Account Executives on the enterprise team.  The qualified candidate possesses a proven track record of SaaS/software sales and sales management success.  This role is an essential part of Panopto’s continued growth and collaborates closely with other sales and business leaders within the company.  Reporting to the Vice President of Sales, a successful candidate has the ability to work creatively and autonomously in a rapidly growing technology company.

What you will do

  • Collaborate with and coach Account Executives to drive prospects through the sales cycle to close.
  • Directly manage the enterprise sales team to facilitate effective teamwork and coordinate resources with other Panopto teams such as Sales Development, Sales Engineering, Sales Operations, Legal and other executives
  • Provide accurate and timely reporting of pipeline activity, forecasts and sales blockers
  • Develop a thorough knowledge of the Panopto platform to deliver product demonstrations, roadmaps and facilitate sales conversations
  • Build and manage a pipeline of new accounts and upsell opportunities to meet and exceed revenue targets for North America
  • Provide an escalation point on client negotiations exercising solid business judgement, demonstrating a thorough understanding of pricing models, and articulating the business case and customer benefit of our solution
  • Efficiently manage expenses in the pursuit of deals, internal activities and skill development of the team


More about you

  • 10+ years of relevant sales/sales management experience in enterprise software/SaaS products with a track record of successful target achievement, with a minimum of 5+ years in a sales leadership role
  • Successful history of managing a sales team including hiring, onboarding and developing enterprise-level sales talent
  • Conviction to a sales methodology and approach to customer/prospect management
  • Experience or strong interest in video, search and digital multi-media
  • Expert at using CRM to record, communicate, report and manage prospects, consolidated pipelines and forecasts, particularly in
  • Willingness to roll up sleeves and be a player/coach by delivering focused presentations to prospects and effectively demonstrating technology products to audiences of various levels of technical proficiency
  • Ability to travel up to 50% to support the enterprise sales team

What you can expect from us

  • Well-structured onboarding to enable your expertise on our product, our market/competitive positioning and company culture
  • An established, successful sales team located in offices and home offices across the country
  • Transparent communication and support from world-class teams including Sales Operations, Sales Engineering, Customer Success, Legal, and Support
  • Ongoing training and development on product as well as support your growth in sales competencies
  • An award-winning work environment certified as a Great Place to Work for All
  • Competitive total rewards including employer-paid health benefits, long-term incentives, community involvement, paid time off and more

Interested in learning more?  If you hold a four-year degree and have at least 10 years of relevant sales and sales management experience, we want to talk to you.



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