Senior Account Executive

Job Summary

To drive growth across Australia and New Zealand, the full-time remote Senior Account Executive will manage the end-to-end sales cycle for SLED and Enterprise SaaS solutions, focusing on building client relationships, delivering tailored product demonstrations, and leading contract negotiations.

Key responsibilities

• Establish and maintain productive relationships with target SLED and Enterprise accounts by understanding their goals and challenges
• Conduct customized product demonstrations and build compelling business cases that connect Panopto's solutions to client needs
• Lead responses to multi-stakeholder tenders and RFPs, guiding prospects through evaluation phases and negotiating contract terms

Required qualifications

• Proven track record in managing complex B2B SaaS or PaaS sales cycles within enterprise or education markets
• Experience building and maintaining a pipeline of 50+ accounts in Salesforce with accurate forecasting
• Expertise in consultative selling, translating technical capabilities into clear value propositions
• Hands-on experience with contract and RFP management, including government and educational tenders
• Established relationships within Higher Education institutions or SLED procurement bodies in Australia and New Zealand