Account Executive, ANZ (Australia and New Zealand)
Remote - AU
Sales & Marketing – Sales /
Full-Time /
Remote
Company Overview:
Panopto is a dynamic and rapidly growing company backed by a leading private equity firm. With a team of approximately 200 dedicated professionals, we are committed to empowering learners with interactive video.
As we continue to support growth and expansion, we are seeking an experienced Account Executive focused on the Higher Education SaaS sales in Australia and New Zealand.
Position Overview:
As a Sales Executive for Higher Education at Panopto, you will be an essential contributor to our continued growth by driving sales and ongoing revenue from the Panopto solution. You will bring a proven track record of software-as-a-service or platform-as-a-service sales in the education market. Other responsibilities may be assigned to help drive our vision and mission to alignment with our Organization’s Values.
In this role, you will:
Work you’ll do
- Customer Focus: Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations. Successfully lead prospects through contract negotiations.
- Pipeline: Build and manage a robust pipeline of new education accounts using Salesforce with a high degree of forecast accuracy and visibility into account activity. Exercise sound business judgment, creativity, and resourcefulness in the pursuit of strategic accounts.
- Software: Effectively identify myriad use cases for our software solution and build a compelling business case tailored to the prospect. Develop a thorough knowledge of a complex technology platform and the ability to launch into a demo with the end-user in mind.
- Collaboration: At Panopto, we collaborate as a team which may mean taking on additional tasks or projects within the scope of your role. This also offers growth opportunities and helps us scale as business needs evolve. Collaborate with a team to provide Tender and RFP responses.
Required Qualifications:
- Proven sales experience managing inbound leads balanced with outbound activity in a high-volume environment
- A consistent and proven record of exceeding sales quotas
- Knowledge of the educational technology market
- An ability to quickly build relationships, uncover needs and prioritize stakeholder goals for new prospects as well as uncover additional opportunity within existing accounts
- Ability to communicate effectively verbally and in writing
- Experience responding to and managing tenders issued by Universities
- Proven ability to demonstrate software products to functional and technical audiences
- Skills necessary to negotiate and close new client sales, including reviewing and delivering contracts, pricing, terms, and conditions
- Experience balancing efforts between inbound and outbound activities to build and manage a pipeline of more than 50 accounts with 6+ month sales cycles
$150,000 - $160,000 a year
Total Rewards:
The salary range for this position is $150,000 - $160,000 AUD per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of $300,000 - $320,000 AUD as part of the compensation package.
Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work. At Panopto, we know that great people make an organization great. We value our people and offer employees benefits that are market competitive for our industry. Learn more about what working at Panopto can mean for you.
At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.
Join Panopto and be part of an exciting journey where your SaaS sales expertise will make a significant impact on our growth trajectory. If you are a thought leader in higher education SaaS sales, or have a good network of relevant contacts, we encourage you to apply.
Our people and culture
Panopto’s mission is to help anyone share knowledge using video. Our user base is as diverse as the world’s universities and businesses. Panopto’s commitment to fostering a diverse, 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 not only drives us towards effective solutions but also fuels our drive to continually improve and innovate, ultimately enhancing 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 1,500 companies and universities worldwide with over ten 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.
Hybrid, 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. Still, they must make regular trips to the Pittsburgh office, located on the north side of Pittsburgh along the Three Rivers Heritage Trail with quick access to downtown.
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.
