Director, Industry Practice Lead - Corporate Enterprise

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.

Position Summary

As Director, Industry Practice Lead – Corporate Enterprise, you will serve as Panopto’s trusted domain authority and top-of-funnel growth engine across the enterprise market. Operating as a senior individual contributor reporting directly to the Chief Revenue Officer (CRO), you will bridge corporate talent strategy, workforce enablement, and product capability. You will serve as a sought-after expert in L&D and corporate learning, building peer-level trust with Chief Learning Officers, Heads of Talent, and enterprise IT leaders.

How You’ll Contribute

• Top-of-Funnel Pipeline Creation & Industry Authority: Represent Panopto as a leading voice at major industry conferences (e.g., ATD, DevLearn, HR Tech), executive roundtables, and panel discussions. Activate your executive network to generate trusted top-of-funnel prospects.
• Strategic Subject Matter Expertise in Deals: Partner with Account Executives on high-profile pre-sales opportunities as an industry peer and product expert, discussing corporate learning trends and business objectives.
• Customer Value & Adoption Advisory: Conduct strategic account engagements with existing enterprise customers to evaluate current usage patterns and prescribe tailored solution strategies.
• Domain Frameworks & Product Voice: Develop practitioner-focused domain playbooks, usage frameworks, and industry point-of-view content that elevate field conversations.

The Foundation for Success

• Education: Bachelor’s degree in Business, Human Resources, Instructional Design, Organizational Development, or a related field (or equivalent practical experience).
• Experience: 8+ years of total experience combining corporate domain leadership (e.g., L&D, Enablement, Talent Development) with 3+ years of commercial GTM experience (e.g., Solutions Consulting, Practice Strategy, Value Engineering) in enterprise SaaS.
• Technical & Product Proficiency: Strong understanding of enterprise learning technology stacks (LMS, LXP, HRIS), video infrastructure, and integration concepts (SSO, API workflows).
• Communication & Influence: Proven track record as a conference speaker, executive communicator, or published writer skilled at engaging C-suite executives, HR leaders, and IT buyers.
• Travel Commitment: Willingness to travel 25% – 40% for customer engagements, industry conferences, and key field events.