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.
Position Summary:
Grow your career as a Senior Strategic Account Manager, Corporate at Panopto! If you are a highly accomplished, outcomes-driven professional who thrives in a fast-paced environment and possesses a passion for driving customer success, this is your opportunity to make a massive impact.
In this pivotal role, you will design and execute the comprehensive blueprints that transform our most critical commercial and enterprise accounts into lifelong strategic partnerships. Serving as a trusted advisor to C-suite and executive leadership (such as CLOs, CHROs, and CIOs), you will deeply comprehend their institutional priorities, evolving challenges, and digital transformation goals. By aligning Panopto’s cutting-edge Video Content Management Systems (VCMS) and Learning Management Systems (LMS) directly with their overarching business objectives, you will ensure our clients maximize the value of their investment.
This is a highly collaborative, visionary role requiring an exceptional track record of exceeding client expectations and accelerating account expansion. You will hold full accountability for protecting recurring revenue, driving sustainable growth, and orchestrating cross-functional teams internally to deliver unparalleled value. If you excel at building high-level relationships, thrive on rigorous commercial execution, and want to contribute to a dynamic team that values innovation, join us and fuel your success at Panopto!
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:
Architect Enterprise Account Strategy: Design and execute comprehensive, long-term strategic plans for Panopto’s highest-value corporate accounts, turning baseline product adoption into deeply integrated, high-revenue enterprise partnerships.
Build C-Suite & Executive Alliances: Cultivate robust, trusted relationships with key enterprise decision-makers (including CHROs, CLOs, CTOs, and CIOs) as well as critical stakeholders across Corporate L&D, IT, and Procurement, positioning Panopto as a vital piece of their infrastructure.
Drive Organizational Alignment & Value Realization: Proactively map our corporate clients’ overarching strategies and operational challenges to Panopto’s VCMS/LMS solutions, expertly positioning our platform as a critical enabler for their global training, knowledge management, and financial objectives.
Accelerate Revenue Growth: Uncover, qualify, and close high-impact upsell and cross-sell opportunities, translating complex customer business needs into solutions that consistently exceed your expansion and growth targets.
Lead High-Value, Complex Negotiations: Structure, manage, and finalize enterprise-level renewal agreements and expansion proposals, utilizing superior presentation and negotiation skills to ensure mutual long-term value and commercial equity.
Orchestrate Cross-Functional Collaboration: Mobilize resources and champion seamless collaboration across Panopto’s executive leadership, Product, Marketing, Sales, and Customer Success teams to eliminate deployment friction and deliver an exceptional customer experience.
Solve Complex Problems & Advocate for Clients: Act as the ultimate internal escalation point for critical customer challenges, demonstrating an unwavering commitment to resolving issues with speed, efficacy, and executive-level advocacy.
Synthesize Market Intelligence: Maintain a deep understanding of emergent corporate SaaS trends, compliance requirements, and competitive dynamics to guide client strategies and provide actionable feedback that actively shapes Panopto’s future product roadmap.
Monitor Performance & Foster Excellence: Track, analyze, and report on key account performance metrics for both clients and internal management, while providing high-level mentorship to team members to raise the collective baseline of execution across the department.
Within 6 Months — Integration and Audit
Audit Your Portfolio: Conduct a thorough health and opportunity audit of your assigned enterprise account tier, identifying high-risk renewals, immediate expansion pathways, and baseline health indicators.
Map Executive Priorities: Establish direct lines of communication with primary executive stakeholders and L&D leaders across your portfolio, mapping their 12-month corporate learning and business objectives to Panopto’s capabilities.
Establish Performance Baselines: Implement routine tracking of key account performance metrics to proactively identify areas of improvement and optimization for your clients.
Within 1 Year — First Measurable Impact on Net Revenue Retention (NRR)
Secure Core Revenue: Successfully retain and protect key enterprise renewals within your portfolio, achieving or exceeding your net revenue retention (NRR) target.
Execute Expansion Playbooks: Close a minimum of two major account expansions (cross-sell or upsell) by successfully aligning Panopto’s advanced features with newly surfaced client business needs.
Your Legacy — Full Ownership of Scale and Governance
Scale Best Practices: Establish a repeatable, documented framework for corporate account governance and value realization that can be scaled across Panopto’s global Account Management organization.
Cultivate a Culture of Excellence: Leave a lasting impact on the team through continuous mentorship, elevated negotiation strategies, and an optimized blueprint for managing complex SaaS partnerships.
Values in Action:
Customer First, Always: You proactively surface friction points in the corporate customer experience before they escalate—and propose structural solutions, not just basic reports.
Thrive Together: You share account strategic plans early for feedback, knowing that collective challenge improves the ultimate strategy. You separate critiques of ideas from critiques of people.
Elevate the Craft: You hold the bar high on your account management methodology, investing time in mentoring junior peers and treating every complex renewal as an opportunity to master something new.
Act with Ownership: You define your portfolio’s success by growth and retention outcomes, not just calendar activity. You flag account risks early and present clear, data-driven recovery paths.
Clarity Over Complexity: You simplify enterprise communication. Whether presenting a complex technical solution to a CIO or drafting internal updates, your communication is direct, specific, and free of filler.
How We Thrive:
You will join a high-performing, strategically focused account management team that reports directly to the Senior Director of Account Management. We operate with a customer-obsessed mindset, working closely with Customer Experience and executive leadership to ensure our clients don’t just use our software, but fundamentally thrive because of it. We regularly stress-test each other’s account strategies, collaborate to unlock complex procurement bottlenecks, and share wins to help the whole team level up.
The Foundation for Success:
Enterprise SaaS Mastery: A proven track record of successfully retaining, negotiating, and expanding large, complex enterprise accounts within the United States.
Executive Gravitas: Demonstrated experience building authentic partnerships and influencing strategic decisions at the C-suite and executive tier (HR, IT, L&D leadership).
Commercial and Financial Acumen: Exceptional capability in building data-backed business cases, analyzing account performance metrics, and navigating corporate procurement cycles.
Strategic Communication: Superior presentation and storytelling skills, with an ability to translate technical architecture (like LMS or VCMS software) into clear business value.
Modern Tool Fluency: Proficiency utilizing advanced enterprise CRMs (such as Salesforce) and customer success analytics platforms to forecast pipeline and manage account health effectively.
Commitment to Learning: A foundational understanding of business, sales, or technology principles, backed by a clear trajectory of continuous self-improvement and professional evolution.
What Sets You Apart:
Direct experience managing major account ecosystems within a corporate Learning Management System (LMS) or Video Content Management System (VCMS) vendor framework.
A proven history of successfully navigating complex, multi-layered legal and procurement processes within Fortune 500 enterprise environments.
What Success Looks Like:
Success in this role means your enterprise clients view Panopto not as an external software vendor, but as an indispensable partner in their organizational success. This will be measured directly by steady, predictable portfolio net revenue retention (NRR) and the successful expansion of Panopto’s footprint across new departments within your accounts.
$110,000 - $120,000 a year
Total Rewards:
The salary range for this position is $110,000 - $120,000 USD per year. This position is also eligible for commission earnings per the Sales Commissions Plan with a total on-target-earnings of $154,000 - $200,000 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.
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 may utilize artificial intelligence (AI) tools to assist in our recruitment and evaluation process. This may include analyzing resumes, assessing skills, and generating insights to help identify qualified candidates.
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.
By submitting your application and participating in the recruitment process, you acknowledge and consent to Panopto’s use of AI tools as described above.
We are committed to full compliance with all applicable labor laws, including Equal Employment (EEOC) laws, across all our company entities.
To ensure fairness and transparency: We have human oversight in all hiring decisions. If you have concerns regarding the use of AI in your assessment, please contact Panopto Talent Attraction to request a manual review of your application. Please be aware that while we offer this option, the manual review process may take longer than the standard AI-assisted process.
Any data collected during this process, including video recordings if applicable, will be retained only for the duration necessary to fulfill the hiring purpose and will be deleted shortly thereafter once the role is filled.
We may utilize vendor tools to assist with the AI process. Vendor functions are ‘skill assessments’ or ‘resume analysis’.
Panopto is dedicated to a fair and equitable hiring process for all candidates.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
