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.