Panopto

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

Account Executive

• 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.

Business Systems Manager

Head of Sales Enablement

Account Executive, Education

Customer Support Specialist