Senior Account Executive, Enterprise (Americas)

Job Summary

Required Qualifications

• •Proven experience successfully managing full-cycle sales within a corporate B2B SaaS environment
• •Demonstrated ability to manage multi-stakeholder deals, engaging smoothly with HR, Learning & Development, IT Security, and Executive leadership
• •Strong technical aptitude that allows you to confidently discuss integrations, video infrastructure, and data security with corporate IT departments
• •Experience building and executing systematic territory plans to target, warm up, and break into cold enterprise accounts
• •Ability to drive net-new annual recurring revenue (ARR) by converting corporate prospects into long-term partners
• •Ability to map out corporate organizational structures to build alignment with executive sponsors, IT security teams, and procurement leads
• •Ability to deliver tailored demonstrations that address specific corporate training and knowledge-sharing friction points
• •Ability to manage pipeline with disciplined accuracy, providing leadership with clear visibility into forecasting, account health, and deal progress
• •Ability to partner with security, legal, and product teams to assemble highly accurate, compelling responses to enterprise RFPs
• •Ability to align with Account Managers to design clean handoffs, ensuring high adoption rates that pave the way for future account expansion
• •Ability to successfully deliver a consultative demonstration to a corporate prospect within 90 days
• •Ability to identify, prioritize, and build a strategic outbound target list for assigned Americas enterprise territory
• •Ability to secure initial discovery meetings and build a validated pipeline equal to at least twice your ramped quota
• •Ability to close corporate enterprise deals in the Americas, generating predictable Net New ARR
• •Ability to establish standardized proof-of-concept plans that address common security and technical objections early
• •Ability to collaborate with Marketing to refine target persona messaging based on insights gained from active deal cycles
• •Ability to establish a repeatable, highly scalable corporate sales blueprint that helps other team members shorten enterprise sales cycles
• •Ability to deepen Panopto's footprint in the corporate learning space across the Americas
• •Proactive ability to surface friction points in the customer experience before they are escalated and propose solutions
• •Ability to share work-in-progress for early feedback and separate critiques of ideas from critiques of people
• •Ability to hold the bar high on own work and invest in developing those around others
• •Ability to define success by outcomes, not activity, and flag problems early with a proposed path forward
• •Ability to default to the simpler solution in written communication, ensuring it is direct, specific, and free of filler
• •Ability to work remotely
• •Ability to make regular trips to local international offices from time to time, where applicable