SDR - Sales Development (Remote)

At Panopto, we are the most customer-centric learning technology company in the world. As the leader in visual and audio-based learning , we empower organizations to share knowledge effortlessly in a capture and post-capture world. We don’t just build software; Our mission is simple: to attract the brightest talent, people like you, to Elevate the Craft and do the most impactful work of your career.

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.

Build Pipeline & Outreach: Source new sales opportunities through inbound lead follow-up, outbound cold calls, emails, and LinkedIn messaging.

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.

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.

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.

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.

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.

You treat every project as an opportunity to learn something new.

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. The Foundation for Success

Education: Bachelor’s degree or equivalent practical experience.

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).

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.

Hands-on experience working with Salesforce (or similar CRM), Outreach, and lead enrichment tools (e.g., Industry Focus: Previous experience in B2B tech/SaaS sales.

Productivity Tools: High proficiency with web presentation tools and corporate productivity suites.

From crafting an impressive resume to presenting your best self during our interviews, we’re dedicated to ensuring you feel well-prepared and self-assured as you embark on opportunities at Panopto. Application Review

Video Interview & Assessment

Panopto’s mission is to be the leader in visual and audio-based learning in a capture and post-capture world. Our user base is as diverse as the world’s universities and businesses. Panopto’s commitment to fostering a fair, equitable, and inclusive culture empowers each member of our team to express their authentic selves, contribute their distinct perspectives and make a meaningful impact both individually and collectively.

It drives us to continuously improve and innovate, ultimately elevating the quality of our products and services. We value and encourage diversity and solicit applications from all qualified individuals which will receive consideration for employment without regard to race, color, religion, sex, marital status, sexual orientation, gender identity or expression, national origin, age, disability or protected veteran status, or any other legally protected criteria, in accordance with applicable law. Panopto is committed to providing reasonable accommodation to applicants with disabilities. If you require accommodation for interviewing or otherwise participating in the employee selection process, please provide more detail on how we can further support you by reaching out to the Employee Experience department.

Remote, US:

Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely.

Remote, International:

Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Still, they may make regular trips to the local international office from time to time, where applicable.

Use of Artificial Intelligence (AI)
Panopto’s AI Use Policy is committed to a hiring process that is thoughtful, fair, and centered on human connection. As artificial intelligence (AI) becomes more prevalent in the workplace, we believe that it is important to describe our use of AI in the hiring process, as well as outline to candidates what use of AI is and is not allowed. Panopto AI Use Policy
Panopto may utilize tools to enhance the efficiency, objectivity, and quality of our recruitment and evaluation process. Content Creation: Providing a starting point for crafting job descriptions and assisting in building tailored interview questions.

Providing interview transcription, summarization, and identifying key insights from candidate assessments in relation to specific role requirements.

Data Organization: Organizing and storing information gathered during assessments to help our team make informed, data-driven decisions.

Ultimately, these tools are used to support—not replace—our team in assessing skills, generating insights, and identifying the best talent for Panopto.

Please be assured that AI tools are used to support our team, and all final hiring decisions are made by human reviewers. Panopto hiring teams will thoroughly review your application and assessment results. Our methodology aligns with global best practices and regional digital ethics standards to provide every candidate with a fair and merit-based evaluation.

If you require a reasonable adjustment due to a disability, or if you prefer a non-automated review of your application, please contact Panopto Talent Attraction. Data Privacy and Security
Your personal data and recordings are processed securely in compliance with global privacy and employment regulations (including EEOC, GDPR, and other local or regional privacy laws, as applicable).

To facilitate our recruitment and evaluation process, limited candidate data may be shared securely with trusted third-party vendors and service providers acting on our behalf. We retain candidate data only as long as necessary to fulfill the recruitment purpose or as required by applicable statutory retention periods. Once this purpose is met, or the retention period expires, your data is securely deleted or anonymized in accordance with our data governance policy.

We believe in providing a level playing field where candidates can use modern tools to put their best foot forward, provided those tools support, rather than replace, their authentic voice and expertise. Career Guidance Tools: Simulation tools that help you practice the STAR method or identify skill gaps are acceptable.

Live Interview Assistance: The use of real-time AI 'teleprompters', live answer-generators, or deepfake audio/video during Panopto recordings or live sessions is strictly prohibited.

Plagiarized Work Samples: Any take-home assignments or portfolios must be your original work. Panopto has a zero-tolerance policy toward the misrepresentation of job-related skills. Consequences of using prohibited tools may result in my immediate disqualification from the hiring process, the withdrawal of any pending offer, or termination of employment if discovered after hire.

code repositories, design portfolios, case studies) that pre-date the current application.

Digital Footprint & Professional Links: We may request links to professional profiles (e.g., LinkedIn, GitHub, Behance) to verify career trajectory and industry contributions.

Fraud Detection: Please be aware that we utilize metadata analysis and fraud detection tools to ensure the authenticity of all video submissions.

By submitting your application and participating in the recruitment process, you acknowledge and consent to Panopto's use of AI, as well as the acceptable and prohibited uses of AI as a candidate, as described above.

This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of $76,923 USD as part of the compensation package.

The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work. At Panopto, our commitment to pay equity and transparency is unwavering.