Senior Strategic Account Manager, Corporate

Panopto Inc.

Job Overview

Location

Remote - US

Job Type

Full-time

Full Job Description

📋 Description

• Architect and execute comprehensive, long-term strategic plans for Panopto’s highest-value corporate accounts, transforming baseline product adoption into deeply integrated, high-revenue enterprise partnerships.
• Cultivate trusted relationships with C-suite and executive decision-makers including CHROs, CLOs, CTOs, and CIOs, positioning Panopto as a vital component of their institutional infrastructure for learning, knowledge management, and digital transformation.
• Proactively align Panopto’s Video Content Management Systems (VCMS) and Learning Management Systems (LMS) with clients’ overarching business objectives, operational challenges, and corporate learning goals to maximize value realization.
• Identify, qualify, and close high-impact upsell and cross-sell opportunities by translating complex customer business needs into tailored solutions that consistently exceed expansion and growth targets.
• Lead complex enterprise-level negotiations for renewals and expansions, utilizing superior presentation and negotiation skills to ensure mutual long-term value and commercial equity.
• Orchestrate cross-functional collaboration across Product, Marketing, Sales, and Customer Success teams to eliminate deployment friction and deliver an exceptional, seamless customer experience.
• Serve as the primary internal escalation point for critical client challenges, advocating with speed, efficacy, and executive-level authority to resolve issues and protect account health.
• Synthesize market intelligence on corporate SaaS trends, compliance requirements, and competitive dynamics to inform client strategies and provide actionable feedback that shapes Panopto’s product roadmap.
• Track, analyze, and report on key account performance metrics for both clients and internal leadership, using data to drive optimization and forecast outcomes.
• Mentor and elevate junior account managers through continuous feedback, shared best practices, and the development of standardized account governance frameworks.
• Conduct thorough health and opportunity audits of assigned enterprise accounts within six months, identifying high-risk renewals, immediate expansion pathways, and baseline performance indicators.
• Establish direct communication channels with primary executive stakeholders and L&D leaders across your portfolio, mapping their 12-month corporate learning and business objectives to Panopto’s capabilities.
• Implement routine tracking of key account performance metrics to proactively identify areas for improvement and optimization.
• Secure core revenue by achieving or exceeding net revenue retention (NRR) targets through successful retention of key enterprise renewals within your portfolio.
• Close a minimum of two major account expansions (cross-sell or upsell) within one year by aligning Panopto’s advanced features with newly surfaced client business needs.
• Develop and document a repeatable, scalable framework for corporate account governance and value realization that can be adopted across Panopto’s global account management organization.
• Champion a culture of excellence by sharing strategic plans early for collective challenge, separating critique of ideas from critique of people, and treating every renewal as an opportunity to master new techniques.
• Simplify enterprise communication by delivering direct, specific, and filler-free messaging whether presenting to CIOs or drafting internal updates.
• Operate with full ownership of portfolio outcomes, defining success by growth and retention metrics rather than activity alone, and flagging account risks early with data-driven recovery paths.

🎯 Requirements

• Proven track record of successfully retaining, negotiating, and expanding large, complex enterprise accounts within the United States
• Demonstrated experience building authentic partnerships and influencing strategic decisions at the C-suite and executive tier (HR, IT, L&D leadership)
• Exceptional capability in building data-backed business cases, analyzing account performance metrics, and navigating corporate procurement cycles
• Superior presentation and storytelling skills with ability to translate technical architecture (LMS or VCMS) into clear business value
• Proficiency utilizing advanced enterprise CRMs (such as Salesforce) and customer success analytics platforms to forecast pipeline and manage account health
• Direct experience managing major account ecosystems within a corporate Learning Management System (LMS) or Video Content Management System (VCMS) vendor framework

🏖️ Benefits

• Opportunity to work with a customer-obsessed team that prioritizes innovation and collective growth
• Direct access to executive leadership and cross-functional teams to drive strategic impact
• Role focused on shaping Panopto’s product roadmap through client feedback and market intelligence
• Culture that values mentorship, continuous learning, and elevating the craft of account management

Skills & Technologies

Senior

Remote

Degree Required

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Panopto Inc.

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About Panopto Inc.

Panopto provides enterprise video management software for recording, streaming, managing, and searching video content. The platform supports lecture capture, employee training, and corporate communications. It integrates with learning management systems and offers secure video storage, analytics, and AI-powered search across spoken words and on-screen text. Customers include universities, Fortune 500 companies, and government agencies.

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