Sales Development Representative

• To enhance our team we are seeking a motivated Sales Development professional to join our Sales Development Representative, Americas team here at Panopto and make a visible difference for our business
• In this role, you will have the opportunity to do meaningful work in your career, elevating your craft while contributing to a team that values lifelong learning
• As a Sales Development Representative, you own everything to do with generating new qualified leads for our sales pipeline: strategy, planning, and execution
• You will own specific activity targets for qualifying potential customers from both inbound (they contact us) and outbound (we contact them) initiatives. In addition to activity targets, you will explore and recommend creative outbound sales campaigns to drive qualified pipeline
• You’ll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft
• Build Pipeline & Outreach: Source new sales opportunities through inbound lead follow-up, outbound cold calls, emails, and LinkedIn messaging
• Prospecting & Discovery: Perform effective discovery and qualification calls with prospects. Attend in-person trade shows and exhibitions to represent Panopto
• Lead Qualification: Research target accounts, identify key decision-makers (particularly C-Level, VP, and Director personas across HR and IT departments), and generate interest to maintain and expand your database within your assigned territory
• Team Collaboration: Route qualified opportunities to the appropriate Account Executives for further development and closure, assisting and partnering with them to bring new customers on board
• Technology: Master how the Panopto platform is used by our customers to effectively qualify prospects based on their specific needs and requirements
• What Success Looks Like:
• Within 3 Months: Complete onboarding, gain deep fluency in the Panopto platform and value proposition, master internal sales tools (Salesforce, Outreach, Lusha/ZoomInfo), and comfortably begin executing daily inbound and outbound prospecting activities
• Within 6 Months: Consistently meet or exceed monthly and quarterly activity and qualified lead targets, effectively run discovery calls with key HR/IT stakeholders, and forge strong cross-functional partnerships with regional Account Executives
• Within 1 Year: Serve as a reliable engine for regional pipeline growth, contribute novel outbound messaging campaigns, over-achieve quota targets, and begin developing core sales leadership skills for career progression within Panopto
• Your Legacy: Establish scalable demand generation frameworks in your territory that expand Panopto’s reach and set the benchmark for sales development excellence
• Customer First, Always: You proactively surface friction points in the customer experience before they are escalated — and propose solutions, not just reports
• Thrive Together: You share work-in-progress for early feedback, knowing that challenge improves the outcome. You separate critiques of ideas from critiques of people
• Elevate the Craft: You hold the bar high on your own work and invest in developing those around you. You treat every project as an opportunity to learn something new
• Act with Ownership: You define success by outcomes, not activity. You flag problems early and bring a proposed path forward, not just the problem
• Clarity Over Complexity: You default to the simpler solution. Your written communication — internal or external — is direct, specific, and free of filler
• We operate with a bias toward action—balancing strategic thinking with execution—and hold ourselves accountable to outcomes that drive the business forward
• The Sales Development team works in close partnership with Account Executives, Sales Engineers, and Marketing leaders in a tight-knit culture to ensure an exceptional journey for leads from initial outreach to becoming long-term customers
• Collaboration is at the core of how we work, and we value diverse perspectives that strengthen our collective thinking

Benefits

• Time Off Benefits - Generous and flexible leave policies. Unlimited Take What You Need PTO, including sick days for when you need it most. Holidays to celebrate with loved ones. Extended bereavement program to support you during difficult times. Tenured Leave opportunities for long-term employees to recharge and reflect. Extended Maternity and Paternity Leave to cherish family moments. Volunteer time off to give back to your community
• Core Benefits - At Panopto, we prioritize both professional growth and a fulfilling,balanced life for our employees. Our core benefits include comprehensive health, dental, vision, life and ancillary insurance plans. We provide access to a benefits preview to understand how Panopto benefits would support you and short-term and long-term disability insurance for peace of mind
• Retirement and Savings Benefits - 401k plan with company match to secure your financial future. Healthcare spending and reimbursement accounts for your well-being
• Healthful Living Benefits - At Panopto we understand well being is about more than physical health. We’re proud to offer workplace perks such as daily mental health break walks, a wellness rewards program to support your well-being, an employee assistance program for confidential support and a mindfulness program for stress reduction
• Remote Work Benefits - Enjoy all the benefits of a remote-first workplace that supports full work from home for ultimate flexibility. Childcare schedule flexibility to balance work and family life. Asynchronous work to accommodate your unique schedule
• Rewards, Recognition, and Employee Perks - Our great team is Panopto’s most valuable asset. We’re proud to offer an employee recognition program to celebrate your achievements, a Values Awards program to embody our company culture and referral bonuses for bringing great talent to Panopto
• Career Development Benefits - Panopto’s career tracks and competency and skills training will help you advance your career. We offer access to the LinkedIn Learning Program to expand your knowledge, AWS services and architecture training to stay ahead, and secure coding training to enhance your skills

• Experience: 1–2 years of experience working in a sales role (any industry) OR completion of a sales/customer-facing internship (preferably in SaaS/Tech or fundraising)
• Education: Bachelor’s degree or equivalent practical experience
• Tools & Systems: Hands-on experience working with Salesforce (or similar CRM), Outreach, and lead enrichment tools (e.g., Lusha, ZoomInfo)
• Core Sales Competencies: Proven inside sales/sales development experience converting prospects and a track record of meeting/over-achieving targets. Solid experience in opportunity qualification, pre-call planning, and confident phone control
• Professional Skills: Ability to stay organized, multi-task, prioritize, and manage time effectively in a fast-paced environment
• Persona Experience: Prior success qualifying opportunities involving multi-stakeholder decisions with C-Level, VP, and Director personas in HR and IT
• Industry Focus: Previous experience in B2B tech/SaaS sales
• Productivity Tools: High proficiency with web presentation tools and corporate productivity suites
• Beyond the Requirements: At this point, we hope you’re feeling excited about the job description you’re reading. Even if you don’t feel that you meet every single requirement, we still encourage you to apply

• Application Review -> Recruiter Call -> Video Interview & Assessment -> Hiring Manager Call -> Interview Loop -> Debrief -> Offer