Join Our Talent Community: Senior Strategic Account Manager, Corporate

Overview

Company Overview: Panopto is a leader in visual and audio-based learning. We empower learners with interactive video and focus on understanding user goals to deliver meaningful solutions. Backed by a leading private equity firm, we are a team of approximately 200 professionals focused on high-impact work.

About This Opportunity: We are always on the lookout for exceptional talent to join our team. While there may not be an immediate opening for this role, we proactively build a pool of qualified professionals for upcoming opportunities. We invite passionate, results-driven individuals for Senior Strategic Account Manager, Corporate opportunities. If this sounds like you, we'd love to hear from you.

Role Summary

Grow your career as a Senior Strategic Account Manager, Corporate at Panopto. You will establish and expand enduring partnerships with our most strategic commercial and enterprise clients, focusing on customers leveraging Panopto's Learning Management System (LMS) and/or Video Content Management System (VCMS).

You will serve as a trusted advisor to executive leadership, understanding institutional priorities, challenges, and long-term objectives. Your core purpose is to architect and execute strategic engagement plans that maximize value for customers and drive sustainable revenue growth for Panopto. This role requires a proactive, results-oriented leader with a track record of exceeding expectations and fostering cross-functional collaboration.

If you thrive in a fast-paced environment and enjoy creating value for customers, this role may be your opportunity to grow. You will work with a dynamic team, develop your skills, and contribute to a culture that values innovation and customer success.

Work You'll Do

• Strategic Account Management: Develop and execute comprehensive strategic account plans for assigned clients to achieve client goals and drive revenue growth.
• Relationship Building: Build and maintain long-term relationships with key executive stakeholders (e.g., CTO, CIO) and other executives, IT leaders, and operational staff within client organizations.
• Organizational Alignment & Value Realization: Understand clients' strategies, challenges, and priorities and position Panopto's LMS/VCMS as enablers of operational and financial objectives.
• Revenue Acceleration & Growth: Identify and lead high-impact opportunities for upsell and cross-sell, negotiating complex, high-value contracts and exceeding revenue targets.
• Cross-Functional Collaboration: Collaborate with internal teams, including Executive Leadership, Product Development, Marketing, Sales, and Customer Success to ensure excellent customer experiences and successful strategic initiatives.
• Performance Monitoring & Reporting: Track account performance metrics and provide regular reports and insights to clients and internal management, identifying areas for improvement.
• Complex Problem Solving & Advocacy: Serve as the escalation point for complex customer challenges, resolving issues swiftly and advocating for client needs.
• Thought Leadership & Market Intelligence: Stay informed on industry trends, policy shifts, competitive dynamics, and technology within LMS/VCMS to guide customer strategies and inform product roadmap.
• Enterprise-Level Negotiations: Lead and close complex renewal and expansion negotiations with strong presentation and negotiation skills.
• Mentorship: Provide guidance to less experienced team members and foster a culture of excellence in strategic account management.

Qualifications

• Bachelor's degree in Business Administration, Marketing, Sales, SaaS or related field; MBA or Master's preferred.
• Minimum of 7 years of progressive experience in strategic account management or enterprise sales, with a track record of securing and expanding multi-million dollar accounts.
• Hands-on experience influencing executive stakeholders using LMS/VCMS solutions.
• Exceptional executive presence and communication, negotiation, and presentation skills, with the ability to explain complex technical and business concepts to C-suite audiences.
• Strong strategic thinking, financial acumen, and analytical abilities to develop and execute account plans that drive significant outcomes.
• Proficiency with advanced CRM (e.g., Salesforce Enterprise) and Customer Success platforms, including forecasting and strategic planning tools.
• Understand operational, financial, and policy dynamics in large organizations; results-driven, entrepreneurial mindset; ability to thrive in fast-paced, collaborative environments.

Preferred Qualifications

• Experience in an LMS or VCMS provider environment.
• Proven success navigating complex procurement processes in commercial and enterprise settings.

Compensation & Benefits

$110,000 - $120,000 per year. This position is eligible for commission, with total on-target earnings of up to $200,000 as part of the compensation package. Base pay may vary by knowledge, skills, experience, and location. The Total Rewards package includes competitive base pay and benefits such as health insurance, retirement plans, and time-off programs. Panopto is remote-first with global offices.

Panopto is an Equal Opportunity Employer. We value diversity and are committed to providing reasonable accommodations for applicants with disabilities. If accommodation is needed, please contact the People Experience team for assistance. Panopto uses AI tools in recruitment to assist with resumes and assessment results, but final hiring decisions are made by humans. You have the right to request a manual review of your application if you have concerns about AI usage. Data collected during the process will be retained only as long as necessary to fulfill the hiring purpose and then deleted. Vendor tools may include skill assessments or resume analysis. Panopto is dedicated to a fair and equitable hiring process for all candidates.

The Team

You will be an integral part of a dynamic, high-performing team, reporting to the Director of Account Management. We operate with a customer-obsessed mindset and partner with Customer Experience and executive leadership to ensure our clients succeed and thrive with Panopto.

Our people and culture: Panopto's mission is to lead in visual and audio-based learning. We cultivate a diverse, fair, and inclusive culture that empowers every team member to contribute their unique perspective and to challenge ideas (not people). This collaborative spirit drives continuous improvement and innovation.

Our purpose: Since 2007, Panopto has been a pioneer in video capture, management, and inside-video-search technology. We serve over 1,600 companies and universities worldwide and offer a remote-first work environment with offices globally.

EEO & Remote Work: Panopto is an Equal Opportunity Employer. We do not discriminate in hiring and provide accommodations as needed. Remote-work eligibility varies by role and location. This position supports a remote-first approach.