{"id":2890841,"url":"https://alion.io/job/panopto-sales-development-representative","title":"Sales Development Representative","company":{"id":4409,"name":"Panopto","domain":"panopto.com","url":"https://alion.io/company/panopto","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Lever","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"junior","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":45000,"max":50000,"currency":"USD","period":"year","gross":null,"usd_annual":50000},"salary_estimate":null,"experience_years_min":1,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"LinkedIn","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-10-16T22:13:47Z","employer_posted_date":"2026-10-16","last_verified_at":"2026-10-23T21:47:52Z","board_verified":true,"closed_at":null,"days_open":6,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":6},"description":"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.\nPosition Summary\nIn 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.\nAs 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.\nYou'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft.\nHow You’ll Contribute\nIn this role, you will have the opportunity to:\nBuild Pipeline & Outreach: Source new sales opportunities through inbound lead follow-up, outbound cold calls, emails, and LinkedIn messaging.\n\nProspecting & Discovery: Perform effective discovery and qualification calls with prospects. Attend in-person trade shows and exhibitions to represent Panopto.\n\nLead 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.\n\nTeam 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.\n\nTechnology: Master how the Panopto platform is used by our customers to effectively qualify prospects based on their specific needs and requirements.\n\nWhat Success Looks Like\nWithin 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.\n\nWithin 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.\n\nWithin 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.\n\nYour Legacy: Establish scalable demand generation frameworks in your territory that expand Panopto's reach and set the benchmark for sales development excellence.\n\nValues in Action\nCustomer First, Always: You proactively surface friction points in the customer experience before they are escalated - and propose solutions, not just reports.\n\nThrive Together: You share work-in-progress for early feedback, knowing that challenge improves the outcome. You separate critiques of ideas from critiques of people.\n\nElevate 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.\n\nAct with Ownership: You define success by outcomes, not activity. You flag problems early and bring a proposed path forward, not just the problem.\n\nClarity Over Complexity: You default to the simpler solution. Your written communication - internal or external - is direct, specific, and free of filler.\n\nHow We Thrive\nYou’ll join a globally diverse team that thrives on clarity, ownership, and continuous improvement.\nWe 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.\nThe Foundation for Success\nEducation: Bachelor’s degree or equivalent practical experience.\n\nExperience: 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).\n\nCore 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.\n\nTools & Systems: Hands-on experience working with Salesforce (or similar CRM), Outreach, and lead enrichment tools (e.g., Lusha, ZoomInfo).\n\nProfessional Skills: Ability to stay organized, multi-task, prioritize, and manage time effectively in a fast-paced environment.\n\nWhat Sets You Apart\nIndustry Focus: Previous experience in B2B tech/SaaS sales.\n\nPersona Experience: Prior success qualifying opportunities involving multi-stakeholder decisions with C-Level, VP, and Director personas in HR and IT.\n\nProductivity Tools: High proficiency with web presentation tools and corporate productivity suites.\n\nJoin Us\nJoin Panopto and be part of an exciting journey where your passion for working in a collaborative environment will make a significant impact on our growth trajectory. 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.","description_format":"text","description_chars":5769,"description_truncated":false,"requirements":{"experience_years_min":1,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Education","E-learning","Learning Management Systems"],"lifecycle":[{"event":"open","at":"2026-10-20T02:20:16Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 1","filings_12m":1,"filings_prev_12m":2,"green_card_filings_12m":0,"median_offered_wage_usd":132500,"route":null,"cap_exempt":false,"checked_at":"2026-10-15T11:24:14+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)"],"filings_for_role_12m":0}],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":6,"expected_fill_days":68,"reasons":["conf:2","win:early","comp:junior"],"computed_at":"2026-10-23T05:54:15Z"},"pay":{"stated_usd_annual":50000,"is_top_pay":false},"html_url":"https://alion.io/job/panopto-sales-development-representative","json_url":"https://alion.io/job/panopto-sales-development-representative.json","meta":{"generated_at":"2026-10-23T21:53:46Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":4295,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-24T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":4409},"rest":"https://alion.io/mcp/rest/get_company?id=4409"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fpanopto-sales-development-representative"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fpanopto-sales-development-representative"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fpanopto-sales-development-representative"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/panopto-sales-development-representative\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fpanopto-sales-development-representative"}]}