Senior Strategic Account Manager, Corporate

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.