Panopto

Marketing Operations

• Own and optimize the marketing tech stack: Administer and evolve our core systems, including Marketo, Salesforce, and Qualified.
• Ensure data accuracy and sync health across platforms; manage integrations with supporting tools (e.g., ZoomInfo, Qualified, webinar platforms, analytics tools).
• Evaluate new tools and features to improve lead management, personalization, and reporting efficiency.
• Evaluate and manage a migration to Hubspot, upleveling our capabilities and optimizing our system architecture, lead scoring, and lead routing in the process.
• Own and optimize lead scoring, routing, and nurture frameworks to improve conversion efficiency.
• Partner with the SDR team and Sales Operations to maintain alignment on lead definitions, funnel stages, and SLAs.
• Drive database hygiene and GDPR/compliance best practices across regions (U.S. and EMEA).
• Build and maintain scalable campaign structures in Marketo and Salesforce for global campaigns across corporate and higher education segments.
• Enable the Demand Gen team with consistent campaign setup, tagging, and measurement standards.
• Ensure data flows correctly from initial touch through to pipeline attribution.
• Own core marketing KPIs across the funnel: inquiries, MQLs, SALs, pipeline, and conversion rates.
• Create and maintain Salesforce dashboards and reports that provide actionable insights to Marketing and Executive stakeholders.
• Partner with Demand Gen and Sales to tie marketing investments to pipeline and revenue impact.
• Proactively identify operational improvements to increase campaign performance and speed to market.
• Educate the marketing team on data-driven decision-making and system best practices.

Senior Manager, Marketing Operations

Support Engineer

• Triage: Identify priority and route work tickets via web-based ticketing system, over phone, or via live chat. Write and maintain product documentation/FAQ’s/support materials. Replicate, describe and prioritize simple bugs and product issues.
• Customer Service: Work tickets via web-based ticketing system, over phone, or via live chat. Positively represent the company and develop goodwill in all customer interactions. Write and maintain clear and complete records in ticketing system of actions taken.
• Team Collaboration: Work closely with other Support team members to provide a great user experience. Be friendly, efficient, and dependable, providing timely updates to customers. Escalate and work with Engineering & Development on complex customer issues.

Support Analyst I

Performance Marketing

• Plan and execute integrated campaigns to drive awareness, engagement, and pipeline growth within your assigned market (Corporate or Higher Education).
• Develop campaign strategies and messaging in partnership with Product Marketing, aligning with market needs, buyer personas, and the customer journey.
• Manage campaign execution end-to-end across email, webinars, and paid media, ensuring all activities are delivered on time and meet performance goals.
• Support paid media campaigns by partnering with our agency to support paid media programs, including campaign themes and measurement.
• Write and edit marketing copy for email programs, landing pages, and webinar promotions that effectively convert leads and support Panopto’s brand voice.
• Build, launch, and optimize campaigns in our marketing automation platform (HubSpot experience a plus), including audience segmentation, workflows, and reporting setup.
• Collaborate with Sales Development and Account Executives to ensure campaigns are aligned with outreach strategies and drive qualified leads to sales.
• Report on campaign performance, analyzing conversion rates, funnel impact, and ROI to continuously improve future programs.
• Test, learn, and iterate to improve engagement rates, pipeline contribution, and campaign efficiency over time.

Campaign Manager

Account Executive

• Build and manage a robust pipeline of new and upsell accounts in Salesforce with a high degree of accuracy and visibility into account activity.
• Exceed monthly/quarterly sales targets by driving new opportunities and expansion opportunities into existing accounts.
• Identify various use cases for a software solution and build a compelling business case tailored to the prospect.
• Exercise sound business judgment, creativity and resourcefulness in the pursuit of strategic accounts.
• Exceed activity, pipeline, and revenue goals on a quarterly basis.
• Develop a thorough knowledge of a complex technology platform and ability to launch into a demo with the end user in mind.
• Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations.
• Partner with customer success to ensure high satisfaction within your accounts.

Account Executive, EMEA

Business Operations

• Lead, mentor, and develop a Salesforce Systems Administrator and other supporting team members, while also contributing hands-on to the administration of our tech stack.
• Manage Salesforce integrations with our GTM tech stack, including CPQ, Docusign, Outreach, Gong, and ChurnZero.
• Partner with Sales, Marketing, and Customer Experience leaders to assess, scope, and prioritize initiatives that drive revenue and operational efficiency.
• Triage incoming system requests, prioritize work based on business impact—not just ticket flow.
• Evaluate and optimize system architecture to reduce technical debt and enable future scale.
• Create and maintain dashboards, workflows, and automations that unlock actionable insights.
• Guide cross-functional project scoping, stakeholder communication, UAT testing, and adoption plans.
• Track and stay current with Salesforce releases, best practices, and ecosystem innovations.
• Define and document processes, data flows, and key business rules to ensure long-term system health.
• Act as a key contributor in our annual planning process, ensuring business systems align with evolving priorities.
• Advocate for continuous improvement and help shift the team mindset from reactive to proactive.
• Manage relevant controls and procedures supporting compliance frameworks, e.g., SOC 2, ISO 27001, ISO 9001.

Business Systems Manager

Sales

• Enablement Strategy and Leadership: Build and lead a scalable enablement strategy aligned to Panopto’s GTM and growth goals.
• Onboarding, Ramping and Training: Design and deliver onboarding programs that reduce AE/SDR ramp time and improve time-to-first-deal.
• Product Launch Enablement: Design and lead enablement for new product and feature launches.
• Tools and Resources Development: Oversee the creation of sales playbooks, competitive battle cards, and other enablement materials.
• Performance and Analytics: Develop metrics to assess the impact of enablement initiatives on sales performance.
• Collaboration & Influence Across Teams: Collaborate with Marketing to align campaigns and content with field readiness.

Head of Sales Enablement

• Understand customers' biggest challenges and help them solve those problems with Panopto technology, uncovering opportunities and expanding partnerships
• Exceed monthly, quarterly sales targets by driving new opportunities and expansion opportunities into existing accounts; write a territory plan and engage with executive team
• Become an expert on Panopto's complex platform and conduct tailored demos aligned with customer desired outcomes
• Build and maintain strong, productive relationships with customers at all levels; collaborate with Account Management to ensure satisfaction and adoption, identify upsell opportunities
• Focus on mid-market outbound outreach, proactively connect with high-value prospects, own entire sales cycle, partnering with business development and marketing to drive pipeline growth

Account Executive, Education

Customer Support

• Respond to customer queries in a timely and accurate way, via email or chat;
• Identify customer needs and help customers use specific features;
• Analyze and report product malfunctions (for example, by testing different scenarios or impersonating users);
• Update our internal databases with information about technical issues and useful discussions with customers;
• Monitor customer complaints and reach out to provide assistance;
• Follow up with customers to ensure their technical issues are resolved;
• Gather customer feedback and share it with our Product, Sales, and Marketing teams.