Sales Development Representative (EMEA)

Company Overview:

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; we obsess over our users’ goals to deliver solutions that truly matter. 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, EMEA team here at Panopto and make a visible difference for our business.

Position Summary

In 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.

As 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.

You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft.

How You’ll Contribute

In this role, you will have the opportunity to:

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

• Prospecting & Discovery: Perform effective discovery and qualification calls with prospects. Attend in-person trade shows and exhibitions to represent Panopto.

• Lead 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.

• Team 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.

• Technology: Master how the Panopto platform is used by our customers to effectively qualify prospects based on their specific needs and requirements.

What Success Looks Like

• Within 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.

• Within 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.

• 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.

• Your Legacy: Establish scalable demand generation frameworks in your territory that expand Panopto's reach and set the benchmark for sales development excellence.

Values in Action

• Customer First, Always: You proactively surface friction points in the customer experience before they are escalated — and propose solutions, not just reports.

• Thrive Together: You share work-in-progress for early feedback, knowing that challenge improves the outcome. You separate critiques of ideas from critiques of people.

• Elevate 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.

• Act with Ownership: You define success by outcomes, not activity. You flag problems early and bring a proposed path forward, not just the problem.

• Clarity Over Complexity: You default to the simpler solution. Your written communication — internal or external — is direct, specific, and free of filler.

How We Thrive

You’ll join a globally diverse team that thrives on clarity, ownership, and continuous improvement.

We 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.

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).

• Language Requirements:

  • Fluency in English

• 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.

• Tools & Systems: Hands-on experience working with Salesforce (or similar CRM), Outreach, and lead enrichment tools (e.g., Lusha, ZoomInfo).

• Professional Skills: Ability to stay organized, multi-task, prioritize, and manage time effectively in a fast-paced environment.

What Sets You Apart

• Additional Languages:

  • Second language fluency in German, French, Italian, Spanish, or another European language.

• Industry Focus: Previous experience in B2B tech/SaaS sales.

• Persona Experience: Prior success qualifying opportunities involving multi-stakeholder decisions with C-Level, VP, and Director personas in HR and IT.

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

Join Us

Join 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.

Compensation

Total Rewards

The salary range for this position is £34,000 - £39,000 GBP per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of £60,000 GBP as part of the compensation package.

Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location. 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, we know that great people make an organization great. We value our people and offer employees benefits that are market competitive for our industry. Learn more about what working at Panopto can mean for you.

At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.

Additional Information

Beyond the Requirements: At this point, we hope you're feeling excited about the job description you’re reading. Even if you don't feel that you meet every single requirement, we still encourage you to apply. We're eager to meet people that believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes. We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here.

Recruiting Tips: 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. Discover some valuable Recruiting Tips from our team.

The standard interview process at Panopto involves several steps, outlined below, to ensure we approach the process thoughtfully and consistently:

Application Review -> Recruiter Call -> Video Interview & Assessment -> Hiring Manager Call -> Interview Loop -> Debrief -> Offer

Our people and culture

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. This inclusive environment not only encourages creativity and the free exchange of ideas but also harnesses the power of varied viewpoints. As a result, we are better equipped to tackle our most intricate challenges, leveraging the wealth of different experiences and backgrounds within our team. This collaborative spirit empowers us to challenge ideas (not people) recognizing that our shared success relies on collective wisdom. It drives us to continuously improve and innovate, ultimately elevating the quality of our products and services. It’s what sets Panopto apart as a unique and rewarding place to work.

Our purpose

We believe that video can have a transformative effect on learning. So we built a video knowledge management platform that helps businesses and universities improve the way that they train, teach, and share knowledge. Since 2007, we have been a pioneer in video capture software, video management, and inside-video-search technology. Panopto has been adopted by more than 1,600 companies and universities worldwide with over 11 million end users. Today, Panopto’s knowledge management platform is the largest repository of expert learning videos in the world. A proud remote-first company, Panopto is headquartered in Pittsburgh, with offices in London, Hong Kong, Singapore, and Sydney, and has received industry recognition for its innovation, rapid growth, and company culture.

Panopto is an Equal Opportunity Employer.

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 AI Use Policy:

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. While AI can be a valuable tool, it cannot replace genuine human interaction or an individual’s unique perspective, experience, and voice.

Company Use of AI:

Panopto may utilize tools to enhance the efficiency, objectivity, and quality of our recruitment and evaluation process. These tools assist our team throughout the hiring lifecycle by focusing on four key areas:

• Content Creation: Providing a starting point for crafting job descriptions and assisting in building tailored interview questions.

• Resume Parsing: Analyzing candidate skillsets and resume alignment to efficiently identify qualified candidates.

• Interview & Assessment Insights: 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.

To ensure fairness and transparency:

Human-Centric Decisions: 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. AI is not used to make final decisions regarding your candidacy.

Bias Mitigation: We are committed to algorithmic fairness. Our AI-assisted tools undergo regular independent audits to detect and mitigate bias, with the goal of keeping our processes equitable and inclusive. Our methodology aligns with global best practices and regional digital ethics standards to provide every candidate with a fair and merit-based evaluation.

Your Rights & Accommodations: We provide inclusive access for all applicants. 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. We respect your right to request human intervention; please note that opting for a manual review may impact the standard processing timeline.

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.

Panopto is dedicated to a fair and equitable hiring process for all candidates.

Use of AI:

Statement of Transparency:

At Panopto, we embrace the transformative power of AI to enhance productivity and learning. 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. While we encourage the use of AI as a tool for growth and preparation, we require transparency and authenticity to ensure a fair evaluation for all.

Acceptable Use:

• AI-Assisted Preparation: You are encouraged to use Generative AI (e.g., ChatGPT, Gemini) as a mock interviewer or coach to refine your speaking points.

• Research & Knowledge Gathering: Using AI to synthesize industry trends or company background is permitted and viewed as proactive preparation.

• Career Guidance Tools: Simulation tools that help you practice the STAR method or identify skill gaps are acceptable.

Prohibited Use:

• 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. While AI can assist in formatting or brainstorming, the core logic and execution must be yours.

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.

Verification of Experience:

To ensure the integrity of our hiring process and validate the skills demonstrated during your Panopto submission, Panopto may require the following "Proof of Experience":

• Work Samples & Portfolios: Candidates may be asked to provide original work samples (e.g., 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.

Disclosures:

• Live Validation: Any technical skill demonstrated in an asynchronous Panopto recording is subject to a live, "Human-in-the-Loop" technical assessment or deep-dive discussion.

• 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.

Panopto is dedicated to a fair and equitable hiring process for all candidates.