Job description

Company Overview: At Panopto, we are the most customer-centric learning technology company in the world. As the leader in visual and audio-based learning , we empower organizations to share knowledge effortlessly in a capture and post-capture world. We don’t just build software; we obsess over our users’ goals to deliver solutions that truly matter. Our mission is simple: to attract the brightest talent, people like you, to Elevate the Craft and do the most impactful work of your career. About This Opportunity: We are always on the lookout for exceptional talent to join our team! While we may not have an immediate opening for this role, we are proactively building a pool of talented professionals for upcoming opportunities. We’re excited to connect with passionate, results-driven individuals for Sales Development Representative future opportunities. If this sounds like you, we’d love to hear from you! Grow Your Career as a Sales Development Representative at Panopto! Are you a driven self-starter looking to make a meaningful impact on our customers? As a Sales Development professional you’ll support our dynamic, high-growth company, while driving tangible improvements that will make a positive change in our business trajectory. If you thrive in a fast-paced environment, while creating tangible value for customers, and excel at building relationships, this role may be your opportunity to grow your career in sales. You'll collaborate with a dynamic team, evolve your skills, and contribute to a company that values innovation while delivering solutions that matter. In this role, you will As a Sales Development Representative, you own specific activity targets for qualifying potential customers from both inbound (they contact us) and outbound (we contact them) initiatives. In addition to these and other activity targets, you explore and recommend new creative outbound sales initiatives to drive qualified sales leads. Our sales development team is accountable for meeting monthly and quarterly targets. In addition, SDRs are responsible for speaking with and qualifying inbound sales leads and developing new sales opportunities through outbound prospecting. Other responsibilities may be assigned to help drive our vision and mission to alignment with our organization’s values. Work you’ll do: Outreach: Source new sales opportunities through inbound lead follow-up, outbound cold calls, and emails. Prospecting: Perform effective discovery calls with prospects and attend in-person trade shows and exhibitions to meet prospects. Understand how the Panopto platform is used by our customers to effectively qualify prospects based on their needs and requirements. Qualifying Leads: Research accounts, identify key players and generate interest to maintain and expand your database of prospects within your assigned territory. Team Collaboration: Collaborate on and develop your own demand generation through the creation of campaigns, sales leads and initiation of prospect calls. Assist and partner with sales people to help them bring new customers on board. Route qualified opportunities to the appropriate sales executives for further development and closure. Required Qualifications: Experience working with Salesforce.com or similar CRM, Outreach, or ZoomInfo. Proven inside sales or sales development experience converting prospects. Solid experience in opportunity qualification, pre-call planning and call control. Track record of over-achieving quotas, targets or goals. Strong phone presence and experience dialing dozens of calls per day. Proficiency with corporate productivity and web presentation tools. Ability to stay organized, multi-task, prioritize, and manage time effectively. Experience with technology and/or B2B sales. Previous success qualifying opportunities involving multiple key decision makers. An interest in continuous learning and love trying new things. Preferred Qualifications: EMEA: Fluency in English + German, French, Italian and/or Spanish is desired, any other European language is a plus APAC: Fluency in English AND Japanese preferred. Languages such as Mandarin & Korean are a plus. The Team: The Sales Development Team at Panopto is a globally diverse team which focuses on building the New Business Pipeline at Panopto. This is primarily done through qualifying leads (both inbound and outbound), setting up meetings and demos for our Account Executives who work to then close the new business deals. You will play a key role in making sure that Panopto is able to achieve its vision of helping democratize video learning for educational institutions and corporations, while building core sales leadership skills in the process. The EMEA team is composed of about 8 Account Executives and 2 Sales Engineers covering a variety of regions including UK, DACH, Benelux, Nordics, Middle East and Africa, and more. The team has a tight knit culture of Account Executives (AEs), Sales Development Representatives (SDRs), and Sales Engineers, working collaboratively to ensure an exceptional journey for leads from initial prospects to becoming our customers and beyond. The SDR team is composed of 2 team members in the UK, 4 team members in America, and a group of contractors that primarily focus on outbound outreach and lead enrichment based in Serbia. We are also hiring for an SDR in APAC based in Singapore. Join Panopto and be part of an exciting journey where your passion for working in a collaborative environment will make a significant impact on our growth trajectory. We're looking for people with excellent communication and listening skills, a genuine interest in what we do, and a fantastic attitude when faced with business challenges. 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 Our people and culture Panopto’s mission is to be the leader in visual and audio-based learning in a capture and post-capture world. Our user base is as diverse as the world’s universities and businesses. Panopto’s commitment to fostering a fair, equitable, and inclusive culture empowers each member of our team to express their authentic selves, contribute their distinct perspectives and make a meaningful impact both individually and collectively. This inclusive environment not only encourages creativity and the free exchange of ideas but also harnesses the power of varied viewpoints. As a result, we are better equipped to tackle our most intricate challenges, leveraging the wealth of different experiences and backgrounds within our team. This collaborative spirit empowers us to challenge ideas (not people) recognizing that our shared success relies on collective wisdom. It drives us to continuously improve and innovate, ultimately elevating the quality of our products and services. It’s what sets Panopto apart as a unique and rewarding place to work. Our purpose We believe that video can have a transformative effect on learning. So we built a video knowledge management platform that helps businesses and universities improve the way that they train, teach, and share knowledge. Since 2007, we have been a pioneer in video capture software, video management, and inside-video-search technology. Panopto has been adopted by more than 1,600 companies and universities worldwide with over 11 million end users. Today, Panopto’s knowledge management platform is the largest repository of expert learning videos in the world. A proud remote-first company, Panopto is headquartered in Pittsburgh, with offices in London, Hong Kong, Singapore, and Sydney, and has received industry recognition for its innovation, rapid growth, and company culture. Panopto is an Equal Opportunity Employer. We value and encourage diversity and solicit applications from all qualified individuals which will receive consideration for employment without regard to race, color, religion, sex, marital status, sexual orientation, gender identity or expression, national origin, age, disability or protected veteran status, or any other legally protected criteria, in accordance with applicable law. Panopto is committed to providing reasonable accommodation to applicants with disabilities. If you require accommodation for interviewing or otherwise participating in the employee selection process, please provide more detail on how we can further support you by reaching out to the Employee Experience department. Remote, US: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Remote, International: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Still, they may make regular trips to the local international office from time to time, where applicable. Use of Artificial Intelligence (AI) Panopto AI Use Policy: Panopto’s AI Use Policy is committed to a hiring process that is thoughtful, fair, and centered on human connection. As artificial intelligence (AI) becomes more prevalent in the workplace, we believe that it is important to describe our use of AI in the hiring process, as well as outline to candidates what use of AI is and is not allowed. While AI can be a valuable tool, it cannot replace genuine human interaction or an individual’s unique perspective, experience, and voice. Company Use of AI: Panopto may utilize tools to enhance the efficiency, objectivity, and quality of our recruitment and evaluation process. These tools assist our team throughout the hiring lifecycle by focusing on four key areas: Content Creation: Providing a starting point for crafting job descriptions and assisting in building tailored interview questions. Resume Parsing: Analyzing candidate skillsets and resume alignment to efficiently identify qualified candidates. Interview & Assessment Insights: Providing interview transcription, summarization, and identifying key insights from candidate assessments in relation to specific role requirements. Data Organization: Organizing and storing information gathered during assessments to help our team make informed, data-driven decisions. Ultimately, these tools are used to support—not replace—our team in assessing skills, generating insights, and identifying the best talent for Panopto. To ensure fairness and transparency: Human-Centric Decisions: 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. Bias Mitigation: We are committed to algorithmic fairness. Our AI-assisted tools undergo regular independent audits to detect and mitigate bias, with the goal of keeping our processes equitable and inclusive. Our methodology aligns with global best practices and regional digital ethics standards to provide every candidate with a fair and merit-based evaluation. Your Rights & Accommodations: We provide inclusive access for all applicants. If you require a reasonable adjustment due to a disability, or if you prefer a non-automated review of your application, please contact Panopto Talent Attraction . We respect your right to request human intervention; please note that opting for a manual review may impact the standard processing timeline. Data Privacy and Security: Your personal data and recordings are processed securely in compliance with global privacy and employment regulations (including EEOC, GDPR, and other local or regional privacy laws, as applicable). To facilitate our recruitment and evaluation process, limited candidate data may be shared securely with trusted third-party vendors and service providers acting on our behalf. We retain candidate data only as long as necessary to fulfill the recruitment purpose or as required by applicable statutory retention periods. Once this purpose is met, or the retention period expires, your data is securely deleted or anonymized in accordance with our data governance policy. Panopto is dedicated to a fair and equitable hiring process for all candidates. Use of AI: Statement of Transparency: At Panopto, we embrace the transformative power of AI to enhance productivity and learning. We believe in providing a level playing field where candidates can use modern tools to put their best foot forward, provided those tools support, rather than replace, their authentic voice and expertise. While we encourage the use of AI as a tool for growth and preparation, we require transparency and authenticity to ensure a fair evaluation for all. Acceptable Use: AI-Assisted Preparation: You are encouraged to use Generative AI (e.g., ChatGPT, Gemini) as a mock interviewer or coach to refine your speaking points. Research & Knowledge Gathering: Using AI to synthesize industry trends or company background is permitted and viewed as proactive preparation. Career Guidance Tools: Simulation tools that help you practice the STAR method or identify skill gaps are acceptable. Prohibited Use: Live Interview Assistance: The use of real-time AI "teleprompters," live answer-generators, or deepfake audio/video during Panopto recordings or live sessions is strictly prohibited. Plagiarized Work Samples: Any take-home assignments or portfolios must be your original work. While AI can assist in formatting or brainstorming, the core logic and execution must be yours. Panopto has a zero-tolerance policy toward the misrepresentation of job-related skills. Consequences of using prohibited tools may result in my immediate disqualification from the hiring process, the withdrawal of any pending offer, or termination of employment if discovered after hire. Verification of Experience: To ensure the integrity of our hiring process and validate the skills demonstrated during your Panopto submission, Panopto may require the following "Proof of Experience": Work Samples & Portfolios: Candidates may be asked to provide original work samples (e.g., code repositories, design portfolios, case studies) that pre-date the current application. Digital Footprint & Professional Links: We may request links to professional profiles (e.g., LinkedIn, GitHub, Behance) to verify career trajectory and industry contributions. Disclosures: Live Validation: Any technical skill demonstrated in an asynchronous Panopto recording is subject to a live, "Human-in-the-Loop" technical assessment or deep-dive discussion. Fraud Detection: Please be aware that we utilize metadata analysis and fraud detection tools to ensure the authenticity of all video submissions. By submitting your application and participating in the recruitment process, you acknowledge and consent to Panopto's use of AI, as well as the acceptable and prohibited uses of AI as a candidate, as described above. Panopto is dedicated to a fair and equitable hiring process for all candidates.

Requirements

Must-haves

Outreach: Source new sales opportunities through inbound lead follow-up, outbound cold calls, and emails.
Qualifying Leads: Research accounts, identify key players and generate interest to maintain and expand your database of prospects within your assigned territory.
Experience working with Salesforce.com or similar CRM, Outreach, or ZoomInfo.
Proven inside sales or sales development experience converting prospects.
Solid experience in opportunity qualification, pre-call planning and call control.
Track record of over-achieving quotas, targets or goals.
Strong phone presence and experience dialing dozens of calls per day.
Proficiency with corporate productivity and web presentation tools.
Ability to stay organized, multi-task, prioritize, and manage time effectively.
Experience with technology and/or B2B sales.
Previous success qualifying opportunities involving multiple key decision makers.
An interest in continuous learning and love trying new things.
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
Our people and culture
Panopto is an Equal Opportunity Employer.
Remote, US: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely.
Use of Artificial Intelligence (AI)
Panopto may utilize tools to enhance the efficiency, objectivity, and quality of our recruitment and evaluation process. These tools assist our team throughout the hiring lifecycle by focusing on four key areas:
Content Creation: Providing a starting point for crafting job descriptions and assisting in building tailored interview questions.
Resume Parsing: Analyzing candidate skillsets and resume alignment to efficiently identify qualified candidates.
Interview & Assessment Insights: Providing interview transcription, summarization, and identifying key insights from candidate assessments in relation to specific role requirements.

Nice-to-haves

EMEA: Fluency in English + German, French, Italian and/or Spanish is desired, any other European language is a plus
APAC: Fluency in English AND Japanese preferred. Languages such as Mandarin & Korean are a plus.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: lever
Effort: quick

Benefits

Benefits detected in the listing.

Vision

Pto