Account Manager, Elai (Contractor)
Remote (COR) - EMEA
Sales & Marketing – Account Management /
Contractor/Vendor (COR) /
Remote
Company Overview: Panopto is a dynamic and rapidly growing leader in interactive video solutions, backed by a leading private equity firm. Our team of approximately 200 dedicated professionals is committed to empowering learners through powerful, interactive video technology. With the recent acquisition of Elai.io, an innovative AI-driven startup specializing in video generation — we’re expanding our capabilities to drive the future of learning with cutting-edge AI and video innovation.
As part of this growth, we’re now opening an Account Manager position to support the Elai product.
Project Overview:
As an Account Manager, you will be accountable for managing and expanding relationships with our existing clients, with a primary focus on upselling, software renewals, onboarding, and communicating software updates. This position requires a strong sales orientation, exceptional communication skills, and the ability to thrive in a fast-paced software company environment. Other duties may be assigned to help drive our vision and mission to alignment with our organization’s values.
Scope or Work: Key Responsibilities & Deliverables
- Client Relationship Management: Develop and maintain strong relationships with key decision-makers and stakeholders in 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, targets, and obstacles to identify upselling opportunities and position relevant software solutions.
- 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.
- 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 obligations in partnership with the legal and finance departments.
- Account Planning and Forecasting: Develop account plans and strategies to achieve upselling and renewal targets. 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 lucrative landscapes within the 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.
Skills & Qualifications (Must-Haves):
- Bachelor's degree in business, marketing, or a related field (preferred).
- 5 years of sales or account management experience, preferably in the software industry or within the higher education/K-12 markets.
- Proven track record of meeting or exceeding sales targets and quotas.
- Strong negotiation, presentation, and communication skills.
- Excellent relationship-building and customer service abilities.
- Ability to understand complex software solutions and articulate their value to clients.
- Proficiency in using CRM software and sales productivity tools.
- Self-motivated, goal-oriented, and able to work independently.
- Strong sense of responsibility, ownership, and communication skills
Project Length & Commitment:
- Project Start Date: August 11, 2025
- Estimated Project End Date: Ongoing
- Estimated Weekly Hours: 40 hours a week
- Location: Remote
$35,000 - $45,000 a year
Competitive rates are based on experience and project scope. Be prepared to discuss your budget.
Why Partner with Us?
Opportunity to work on impactful projects with a growing company.
Collaborative and supportive team environment.
Flexible work arrangements.
How to Apply:
Interested candidates are invited to apply and submit the following:
- Your Resume/CV outlining relevant experience.
- A Cover Letter detailing your interest in this specific project, your relevant skills, and your proposed rate (i.e. annual, monthly, etc.).
- Portfolio/Work Samples: [Link to online portfolio, attach relevant documents, or describe examples of your work].
Availability: Please indicate your earliest start date and estimated weekly availability.
Contract Terms:
This is a contractor/vendor role. You will not be an employee of Panopto. You must be able to invoice us for services rendered and be responsible for your own taxes and benefits. All deliverables must comply with our confidentiality/IP/data handling policies.
