Director, Industry Practice Lead - Higher Education at Panopto

Role overview

This job description has been rewritten in fresh language using the facts in the listing. Source credit and original listing details are available below.

Panopto is hiring a full-time, remote Director, Industry Practice Lead – Higher Education in the United States. This senior individual-contributor role (P5) reports to the Chief Revenue Officer and serves as a higher education subject-matter expert, connecting academic practice, campus technology strategy, and product capabilities. The position is focused on building trust with senior academic and technology leaders, creating new institutional pipeline, and advising on how video-based knowledge management can support teaching, learning, and student outcomes.

You will represent Panopto at academic conferences, executive roundtables, and campus panels; work with Account Executives on strategic opportunities without owning deal closing; and advise existing institutional customers on adoption, academic goals, and opportunities to expand usage. You will also develop higher education playbooks and industry perspectives, bringing field insights on accessibility, lecture capture, LMS workflows, and AI in pedagogy to Product and Product Marketing teams.

Early priorities include assessing higher education buying priorities, establishing a working rhythm with Sales and Product Marketing, contributing to select sales discussions, publishing industry content, and recommending adoption strategies for major campus accounts. Over the first year, the role is expected to influence campus pipeline, brand authority, and institutional expansion, while building a repeatable higher education practice model. Travel is 25%–40% for customer engagements, conferences, and other field events.

The stated annual salary range is $160,000–$200,000, with bonus eligibility. Base pay may vary based on factors including job-related knowledge, skills, experience, and geographic location. The benefits package includes health insurance, flexible spending accounts, retirement savings plans, life and disability insurance, and paid and unpaid time away from work. Panopto states that it does not negotiate salary beyond the established range.

Role at a glance: Senior individual-contributor role advising higher education institutions on video technology, adoption, and strategic growth.

Responsibilities mentioned in the listing

• Represent Panopto at higher education conferences, roundtables, and campus events to build trust, develop institutional prospects, and grow top-of-funnel pipeline.
• Partner with Account Executives on strategic institutional opportunities as an academic and product expert, without direct deal-closing responsibility.
• Review customer platform health, usage, and academic goals, then recommend tailored approaches to improve adoption and identify expansion opportunities.
• Create higher education playbooks, usage frameworks, and industry content addressing campus needs.
• Bring field insights on WCAG/ADA accessibility, lecture capture, LMS workflows, and AI in pedagogy to Product and Product Marketing.
• Assess higher education buying priorities, coordinate with Sales and Product Marketing, contribute to sales discussions, and provide adoption recommendations for major campus accounts.
• Influence institutional pipeline, brand authority, and customer expansion, and develop a repeatable higher education practice model.

Qualifications stated in the listing

• Bachelor’s degree in Educational Technology, Higher Education Administration, Information Technology, or a related field, or equivalent practical experience.
• At least 8 years of combined experience, including higher education leadership in areas such as academic technology, distance education, or campus IT, and at least 3 years of commercial go-to-market experience at an ed-tech provider.
• Strong knowledge of LMS platforms such as Canvas, Blackboard, D2L Brightspace, and Moodle; video platforms such as Panopto, Kaltura, Echo360, and YuJa; and campus IT architecture.
• Ability to demonstrate platform capabilities in terms of pedagogy and user outcomes.
• A record of speaking at keynotes or conferences, or publishing, with the ability to engage academic, technical, and executive audiences.
• Knowledge of higher education procurement cycles, WCAG/ADA accessibility standards, AI in pedagogy, and academic governance.
• Willingness to travel 25%–40% for customer meetings, industry conferences, and field events.
• Preferred: Master’s or Ph.D. in Educational Technology, Instructional Design, or Higher Education Leadership.