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