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. As we continue to support growth and expansion, we are seeking a dynamic, results-driven Account Manager to join our team, focusing on the higher education, K-12 and enterprise industries. Position Summary: In this role, you will have the opportunity to do the most impactful work of your career, elevating your craft while contributing to a team that values lifelong learning. In this role, you will do the most impactful work of your career, elevating your craft while contributing to a team that values lifelong learning. As an Account Manager, you are the primary architect of our existing client relationships. You will lead the full renewal lifecycle and identify strategic expansion opportunities, ensuring our partners realize the maximum value of the Panopto platform. This role requires a proactive, sales-oriented mindset and the ability to turn complex technical needs into simple, elegant solutions 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. How You’ll Contribute: In this role, you will have the opportunity to… Software Renewals: Manage the software renewal process for assigned accounts, ensuring timely and successful contract renewals. Proactively engage with clients to discuss their current usage, address any concerns, and present upgrade options to ensure customer satisfaction and retention. Negotiate renewal terms, pricing, and contractual agreements in collaboration with the legal and finance departments. Upselling and Cross-Selling: Achieve assigned quarterly and annual sales targets by proactively identifying opportunities to upsell and cross-sell additional software licenses, modules, or services to existing clients. Conduct product demonstrations and presentations to showcase the value and benefits of recommended software enhancements. Collaborate closely with the sales and marketing teams to develop targeted strategies and campaigns to maximize upselling potential. Account Planning and Forecasting: Develop account plans and strategies to achieve upselling and renewal objectives. Monitor account usage and health, revenue performance, and customer satisfaction metrics regularly. Provide accurate sales forecasts and pipeline updates to management, leveraging CRM tools and reporting systems. Market Research and Competitive Analysis: Stay updated on industry trends, market dynamics, and competitive landscape within the corporations, higher education and K-12 sectors. Conduct market research and analysis to identify new business opportunities and potential target accounts. Collaborate with the marketing team to provide insights and contribute to the development of effective sales and marketing materials. Client Relationship Management: Develop and maintain strong relationships with key decision-makers and stakeholders in enterprise, higher education and K-12 institutions. Serve as the primary point of contact for assigned accounts, addressing customer inquiries, and providing excellent customer service. Understand clients' business needs, objectives, and challenges to identify upselling opportunities and position relevant software solutions. How We Thrive: You’ll join a team where we challenge ideas, not people, knowing our success depends on our collective wisdom. Reporting to the Director of Account Management, you will work in lockstep with our Customer Support and Implementation teams to ensure a seamless experience for every partner. We believe in simple elegance and hold ourselves accountable to meaningful outcomes, not just activity, meaning you are empowered to focus on the strategic work that truly moves the needle for our customers. The Foundation for Success: Relationship Mastery: You have 5 years of experience in sales or account management (ideally in SaaS), with a proven track record of exceeding quotas through authentic relationship building. Clarity Over Complexity: You can take a complex software solution and articulate its value in a way that feels simple and essential to a client’s success. Operational Ownership: You are proficient with CRM tools and sales productivity stacks, using them to create clarity for yourself and the leadership team. Outcome-Oriented: You are self-motivated and thrive when given the independence to manage your territory and own your results. Adaptability: You are comfortable traveling up to 25% to meet our partners where they are and represent Panopto at industry events. Educational Baseline: A Bachelor’s degree in business or a related field provides the foundation, but your commitment to lifelong learning is what will make you successful here. What Success Looks Like: Within 6 Months (Integration and audit): You have fully mastered the Panopto ecosystem and completed a comprehensive health audit of your assigned Americas territory. You have established seamless collaborative loops with the Support and Implementation teams, identifying "at-risk" accounts early and implementing "save" strategies that ensure no customer is left behind. Within 1 Year (First measurable impact on Net Revenue Retention): You have delivered a 100% on-time renewal rate for your portfolio and successfully executed your first major expansion deals. By shifting from a reactive renewal cycle to a proactive value-based partnership, you have measurably increased the Net Revenue Retention (NRR) within your territory, proving that our customers are not just staying, but growing with us. Your Legacy (Full ownership of the Americas Strategic Growth Playbook): You are recognized as the definitive subject matter expert for the Americas market. You have designed and documented a repeatable "Success Playbook" for navigating complex renewals and identifying expansion opportunities that the global Account Management team adopts as a standard. Your impact is felt not just in the revenue you’ve secured, but in the elevated craft and collective wisdom you’ve shared with the entire organization. Join Panopto and be part of an exciting journey where you’ll have the chance to make a real impact on the company's success and growth. If you excel in communication with a vigorous sales orientation mindset, 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 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

As we continue to support growth and expansion, we are seeking a dynamic, results-driven Account Manager to join our team, focusing on the higher education, K-12 and enterprise industries.
In this role, you will have the opportunity to do the most impactful work of your career, elevating your craft while contributing to a team that values lifelong learning.
In this role, you will have the opportunity to…
Relationship Mastery: You have 5 years of experience in sales or account management (ideally in SaaS), with a proven track record of exceeding quotas through authentic relationship building.
Clarity Over Complexity: You can take a complex software solution and articulate its value in a way that feels simple and essential to a client’s success.
Operational Ownership: You are proficient with CRM tools and sales productivity stacks, using them to create clarity for yourself and the leadership team.
Outcome-Oriented: You are self-motivated and thrive when given the independence to manage your territory and own your results.
Adaptability: You are comfortable traveling up to 25% to meet our partners where they are and represent Panopto at industry events.
Educational Baseline: A Bachelor’s degree in business or a related field provides the foundation, but your commitment to lifelong learning is what will make you successful here.
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.
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.
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).
Panopto is dedicated to a fair and equitable hiring process for all candidates.
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.

Nice-to-haves

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Application prep

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

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Effort: quick

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