Note: The job is a remote job and is open to candidates in USA. Panopto is hiring a Sales Development Representative to generate qualified leads and build pipeline through inbound and outbound prospecting. The role includes researching target accounts, qualifying prospects, collaborating with Account Executives, and recommending creative outbound campaigns.

Responsibilities

• In this role, 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
• Source new sales opportunities through inbound lead follow-up, outbound cold calls, emails, and LinkedIn messaging
• Perform effective discovery and qualification calls with prospects. Attend in-person trade shows and exhibitions to represent Panopto
• 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
• Master how the Panopto platform is used by our customers to effectively qualify prospects based on their specific needs and requirements

Skills

• Bachelor's degree or equivalent practical 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)
• 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., Lusha, ZoomInfo)
• Ability to stay organized, multi-task, prioritize, and manage time effectively in a fast-paced environment
• We're looking for people with excellent communication and listening skills, a genuine interest in what we do, and a fantastic attitude when faced with business challenges
• Previous experience in B2B tech/SaaS sales
• Prior success qualifying opportunities involving multi-stakeholder decisions with C-Level, VP, and Director personas in HR and IT
• High proficiency with web presentation tools and corporate productivity suites

Benefits

• Employees in this position are eligible to work remotely.

Company Overview