Account Executive (EDU)

Role Overview

Account Executive (Education) at Panopto, driving mid-market sales and revenue growth across educational institutions in the Americas. You’ll own the full sales cycle—from prospecting through closing—and deliver tailored demos that address education-specific instructional and technology needs.

Key Missions

• Develop and execute a territory plan to prospect, manage, and close new mid-market education logos while hitting regional revenue milestones.
• Run outcome-oriented product demonstrations tailored to the instructional and technological challenges of diverse educational stakeholders.
• Partner with Account Management and Customer Success to identify upsell and cross-departmental expansion opportunities within active accounts.

Profile / Requirements

• Academic market savvy: Understanding of higher-education purchasing processes, procurement cycles, and stakeholder structures (or strong desire to learn).
• Technical curiosity: Strong technical aptitude to learn complex software and run tailored platform demos focused on user outcomes.
• SaaS sales execution: Proven ability to manage end-to-end sales cycles and close within technology organizations, prioritizing predictable pipeline health.
• Strategic account planning: Experience building and executing territory/account plans to reach and influence senior decision-makers.
• Sales technology fluency: Comfortable using tools such as Salesforce, Outreach, ZoomInfo (or equivalents) to keep data clean and optimize workflows.
• Expansion/upsell experience: Track record of cross-departmental expansion or upselling with support from Customer Success.
• Domain experience: Experience selling SaaS into HR, Learning & Development, or academic technologies.

Benefits (as stated)

• Unlimited PTO
• Comprehensive health insurance
• 401(k) plan with company match