Job Description

At Panopto, we are driven by a powerful purpose: to be the leader in visual and audio-based learning. We do this by empowering learners with interactive video and by obsessively understanding our users' goals and delivering solutions that truly matter. Backed by a leading private equity firm, we are a team of approximately 200 professionals dedicated to doing the most impactful work of our careers.

As we continue to support growth and expansion, we are seeking an experienced Account Executive to

drive new business across our corporate/enterprise accounts in the EMEA region.

Position Summary:

The Enterprise Account Executive at Panopto is responsible for driving sales and ongoing revenue from the Panopto platform. We need an experienced salesperson who has a consultative sales approach and a successful track record growing clients with polished presentation skills. You will ultimately be responsible for your own success within the territory, ensuring growth in annual recurring revenue, new logo acquisition, and customer retention, while providing the best sales experience possible for our customers. You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft.
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How You'll Contribute

In this role, you will:

Sales Development:

Build and manage a robust pipeline of new and upsell accounts in Salesforce with a high degree of accuracy and visibility into account activity. Exceed monthly/quarterly sales targets by driving new opportunities and expansion opportunities into existing accounts. Identify various 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. Exceed activity, pipeline, and revenue goals on a quarterly basis.

Technology:

Develop a thorough knowledge of a complex technology platform and ability to launch into a demo with the end user in mind.

Relationship Development:

Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations. Partner with customer success to ensure high satisfaction within your accounts.
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Required Qualifications:

Experience managing and closing complex sales in SaaS or Software. Strong prospecting, account planning, and team-selling experience. Organized with the ability to juggle multiple competing priorities. A good listener and able to ask appropriate questions to learn more about the needs of others. Ability to balance compelling business-focused presentations to prospects and effectively demonstrate technology products to audiences of various levels of technical proficiency. Experience with Salesforce, Outreach, ZoomInfo or other similar tools. Receptive to feedback and able to adapt to incorporate new approaches to your work. Able to work in a dynamic, fast-paced environment.
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Preferred Qualifications:

2+ years of applicable SaaS sales experience

Total Rewards:

The salary range for this position is EUR65,000 - EUR75,000 per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of EUR130,000 - EUR150,000 as part of the compensation package.

Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work. At Panopto, we know that great people make an organization great. We value our people and offer employees benefits that are market competitive for our industry. Learn more about what working at Panopto can mean for you.

At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.
Join Panopto and be part of an exciting journey where you desire to be enthusiastic, self-motivated, and have a positive attitude with a passion for building customer relationships and being part of a high performing sales team. If you are technically adept, and able to balance a wide variety of tasks, we encourage you to apply.

Beyond the Requirements:

At this point, we hope you're feeling excited about the job description you're reading. Even if you don't feel that you meet every single requirement, we still encourage you to apply.

We're eager to meet people that believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes.

We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here.

Recruiting Tips:

From crafting an impressive resume to presenting your best self during our interviews, we're dedicated to ensuring you feel well-prepared and self-assured as you embark on opportunities at Panopto. Discover some valuable

recruiting tips

from our team.

The standard interview process at Panopto involves several steps, outlined below, to ensure we approach the process thoughtfully and consistently:

Application Review -> Recruiter Call -> Video Interview & Assessment -> Hiring Manager Call -> Interview Loop -> Debrief -> Offer

Job Applicant Privacy Notice (compliant with GDPR)

As part of any recruitment process, Panopto collects and processes personal data relating to job applicants. The organization is committed to being transparent about how it collects and uses that data and to meeting its data protection obligations.

What information do we collect?

Panopto collects a range of information about you. This includes:your name, address and contact details, including email address and telephone number; details of your qualifications, skills, experience and employment history; information about your current level of remuneration, including benefit entitlements; whether or not you have a disability for which the organization needs to make reasonable adjustments during the recruitment process; and information about your entitlement to work in the UK.


Panopto may collect this information in a variety of ways. For example, data might be contained in application forms, CVs or resumes, obtained from your passport or other identity documents, or collected through interviews or other forms of assessment. We may also collect personal data about you from third parties, such as references supplied by former employers. We will seek information from third parties only once a job offer to you has been made and will inform you that we are doing so. Data will be stored in a range of different places, including on your application record, in HR management systems and on other IT systems (including email).

Why does Panopto process personal data?

We need to process data to take steps at your request prior to entering into a contract with you. We may also need to process your data to enter into a contract with you. In some cases, we need to process data to ensure that we are complying with its legal obligations. For example, it is mandatory to check a successful applicant's eligibility to work in the UK before employment starts.

Panopto has a legitimate interest in processing personal data during the recruitment process and for keeping records of the process. Processing data from job applicants allows us to manage the recruitment process, assess and confirm a candidate's suitability for employment and decide to whom to offer a job. We may also need to process data from job applicants to respond to and defend against legal claims. Panopto may process special categories of data, such as information about ethnic origin, sexual orientation or religion or belief, to monitor recruitment statistics. We may also collect information about whether or not applicants are disabled to make reasonable adjustments for candidates who have a disability. We process such information to carry out its obligations and exercise specific rights in relation to employment.

If your application is unsuccessful, Panopto may keep your personal data on file in case there are future employment opportunities for which you may be suited. We will ask for your consent before it keeps your data for this purpose and you are free to withdraw your consent at any time.
Who has access to data?
Your information may be shared internally for the purposes of the recruitment exercise. This includes members of the HR and recruitment team, interviewers involved in the recruitment process, managers in the business area with a vacancy and IT staff if access to the data is necessary for the performance of their roles.
We will not share your data with third parties, unless your application for employment is successful and we make you an offer of employment. We will then share your data with former employers to obtain references for you, employment background check providers to obtain necessary background checks.

How does Panopto protect data?

We take the security of your data seriously. We have internal policies and controls in place to ensure that your data is not lost, accidentally destroyed, misused or disclosed, and is not accessed except by our employees in the proper performance of their duties.

For how long does Panopto keep data?

If your application for employment is unsuccessful, the organization will hold your data on file for 6 (six) months after the end of the relevant recruitment process. If you agree to allow us to keep your personal data on file, we will hold your data on file for a further 6 (six) months for consideration for future employment opportunities. At the end of that period, or once you withdraw your consent, your data is deleted or destroyed. You will be asked when you submit your CV whether you give us consent to hold your details for the full 12 months in order to be considered for other positions or not.

If your application for employment is successful, personal data gathered during the recruitment process will be transferred to your Human Resources file (electronic and paper based) and retained during your employment. The periods for which your data will be held will be provided to you in a new privacy notice.

Your rights
As a data subject, you have a number of rights. You can:access and obtain a copy of your data on request; require the organization to change incorrect or incomplete data; require the organization to delete or stop processing your data, for example where the data is no longer necessary for the purposes of processing; and object to the processing of your data where Panopto is relying on its legitimate interests as the legal ground for processing.


If you would like to exercise any of these rights, please contact hr@panopto.com. If you believe that the organization has not complied with your data protection rights, you can complain to the Information Commissioner.

What if you do not provide personal data?

You are under no statutory or contractual obligation to provide data to Panopto during the recruitment process. However, if you do not provide the information, we may not be able to process your application properly or at all.

Use of Artificial Intelligence (AI):

Panopto may utilize artificial intelligence (AI) tools to assist in our recruitment and evaluation process. This may include analyzing resumes, assessing skills, and generating insights to help identify qualified candidates.

Please be assured that AI tools are used to support our team, and all final hiring decisions are made by human reviewers. Panopto hiring teams will thoroughly review your application and assessment results. AI is not used to make final decisions regarding your candidacy.

By submitting your application and participating in the recruitment process, you acknowledge and consent to Panopto's use of AI tools as described above.

We are committed to full compliance with all applicable labor laws, including Equal Employment (EEOC) laws, across all our company entities.

To ensure fairness and transparency:

_ We have human oversight in all hiring decisions.
_ If you have concerns regarding the use of AI in your assessment, please contact Panopto Talent Attraction to request a manual review of your application. Please be aware that while we offer this option, the manual review process may take longer than the standard AI-assisted process.
_ Any data collected during this process, including video recordings if applicable, will be retained only for the duration necessary to fulfill the hiring purpose and will be deleted shortly thereafter once the role is filled.
_ We may utilize vendor tools to assist with the AI process. Vendor functions are 'skill assessments' or 'resume analysis'.

Panopto is dedicated to a fair and equitable hiring process for all candidates.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.