Director, Industry Practice Lead – Higher Education
Job Description:
- Serve as Panopto’s trusted domain authority and top-of-funnel growth engine across the global higher education sector
- Report directly to the Chief Revenue Officer as a senior individual contributor
- Build peer-level trust with Provosts, CIOs, and Vice Provosts of Academic Technology
- Represent Panopto at academic gatherings, executive roundtables, and campus panels
- Activate higher education networks to build brand trust, generate institutional prospects, and expand top-of-funnel pipeline
- Partner with Account Executives on high-profile institutional opportunities as an academic peer and product expert
- Discuss pedagogical trends, campus IT vision, accessibility mandates, and Jobs to Be Done
- Conduct strategic health and usage reviews with existing institutional accounts
- Evaluate platform adoption, understand academic goals, and recommend tailored solution strategies
- Develop domain playbooks, usage frameworks, and industry point-of-view content
- Synthesize field signals on accessibility standards, lecture capture infrastructure, LMS workflows, and AI in pedagogy for Product and Product Marketing
- Establish higher education buying-priority assessments and operating rhythms with Sales and Product Marketing
- Publish industry point-of-view content on higher-ed video trends
- Deliver solution adoption recommendations for major campus accounts
- Drive growth in influenced campus pipeline, brand authority, and institutional expansion
- Build a scalable higher education practice model positioning Panopto as the standard for academic video technology
- Serve as a trusted advisor to key buyers, shape go-to-market strategy, and communicate customer insights to Product and Engineering teams
Requirements:
- Bachelor’s degree in Educational Technology, Higher Education Administration, Information Technology, or a related field, or equivalent practical experience
- 8+ years of total experience combining higher education leadership with commercial GTM experience
- 3+ years of commercial GTM experience at an ed-tech provider
- Deep expertise in Learning Management Systems, including Canvas, Blackboard, D2L Brightspace, and Moodle
- Expertise in video infrastructure, including Panopto, Kaltura, Echo360, and YuJa
- Knowledge of campus IT architecture
- Ability to demonstrate platform capabilities through a pedagogical and user-outcome lens
- Proven track record as a keynote speaker, conference presenter, or published writer
- Ability to engage academic, technical, and executive audiences
- Comprehensive understanding of higher-ed procurement cycles
- Understanding of WCAG/ADA accessibility standards, AI in pedagogy, and academic governance
- Willingness to travel 25%–40%
- Master’s or Ph.D. in Educational Technology, Instructional Design, or Higher Education Leadership preferred
- Active committee involvement or advisory roles in national higher education organizations preferred
- Direct experience leading campus-wide enterprise technology migrations or modernizations preferred
Benefits:
- Bonus eligibility
- Health insurance
- Flexible spending accounts
- Retirement savings plans
- Life and disability insurance programs
- Paid and unpaid time away from work
- Market-competitive benefits
- Remote work arrangement