Senior Account Executive, Enterprise (Americas)

**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. To enhance our team we are seeking an experienced **Senior** **Account Executive, Enterprise to expand new business across our corporate enterprise accounts in the Americas.** #### #### **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.** As a Senior Account Executive, Enterprise, you will serve as the commercial engine driving our corporate growth in the Americas. You will uncover, navigate, and close high-value business agreements with mid-market and large corporations looking to transform how they train, onboard, and retain knowledge. This role requires a consultative partner who can lead stakeholders through complex security, procurement, and technical evaluations to achieve successful company-wide deployments. 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… - **Acquire New Enterprise Logos**: Drive net-new annual recurring revenue (ARR) by converting corporate prospects into long-term Panopto partners. - **Navigate Complex Procurement**: Map out corporate organizational structures to build alignment with executive sponsors, IT security teams, and procurement leads. - **Run Consultative Discoveries & Demos**: Master Panopto's technical capabilities to deliver tailored demonstrations that address specific corporate training and knowledge-sharing friction points. - **Maintain Salesforce Integrity**: Manage your pipeline with disciplined accuracy, providing leadership with clear visibility into forecasting, account health, and deal progress. - **Execute Competitive RFPs**: Partner with security, legal, and product teams to assemble highly accurate, compelling responses to enterprise RFPs. - **Partner with Customer Success**: Align with Account Managers to design clean handoffs, ensuring high adoption rates that pave the way for future account expansion. #### #### **Within 90 Days — Integration and Audit** - Complete product and market onboarding, successfully delivering your first consultative demonstration to a corporate prospect. - Audit your assigned Americas enterprise territory to identify, prioritize, and build a strategic outbound target list. - Secure initial discovery meetings and build a validated pipeline equal to at least twice your ramped quota. #### **Within 4 - 6 Months — First Measurable Impact on [KPI]** - Close your first corporate enterprise deals in the Americas, generating predictable Net New ARR. - Improve deal cycle velocity by establishing standardized proof-of-concept plans that address common security and technical objections early. - Collaborate with Marketing to refine target persona messaging based on insights gained from your active deal cycles. #### **Your Legacy — Full Ownership of [Product/Process]** - Establish a repeatable, highly scalable corporate sales blueprint that helps other team members shorten enterprise sales cycles at Panopto. - Deepen Panopto’s footprint in the corporate learning space, making our video platform the gold standard for knowledge sharing across the Americas. #### #### **Values in Action** - **Customer First, Always**: You proactively surface friction points in the customer experience before they are escalated — and propose solutions, no…