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

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 Manager, Sales Operations, you will lead, coach, and develop a team responsible for the day-to-day operational support of our sales organization. You'll oversee critical processes spanning sales inquiries, quoting, commercial approvals, contracting, and order processing, ensuring accurate and timely execution while maintaining appropriate commercial controls.

Beyond managing daily operations, you'll serve as a proactive partner to Sales Leadership, Business Systems, Finance, Legal, and Product, identifying operational bottlenecks, evaluating existing workflows, and driving improvements that enable our sales teams to work more effectively. You'll combine a hands-on understanding of sales operations with an analytical, solutions-oriented mindset to help build efficient, scalable processes that support revenue growth.

How You’ll Contribute

In this role, you will have the opportunity to…

• Lead, coach, and develop a team of Sales Operations Managers and Specialists responsible for frontline sales support, deal desk, contracting, and order processing.
• Oversee daily sales support operations, ensuring timely and effective resolution of sales representative inquiries related to quoting, Salesforce processes, commercial policies, and other operational needs.
• Manage deal desk operations and commercial approval workflows, ensuring adherence to established pricing policies, discounting guidelines, and approval matrices.
• Partner with Sales Leadership and senior stakeholders to maintain and refine approval processes that balance deal velocity with appropriate governance.
• Ensure accurate and timely sales order processing, including validation of executed agreements, opportunity, and order data, and required documentation.
• Proactively evaluate sales operations workflows, identify recurring bottlenecks, manual processes and sources of friction, and develop actionable recommendations to improve efficiency, accuracy, and the overall seller experience.
• Establish, track, and maintain operational performance metrics, including request volumes, turnaround times, processing accuracy, and recurring issue trends.
• Identify opportunities to leverage automation, AI, and existing technology capabilities to reduce administrative burden, streamline repetitive tasks, and improve the scalability of sales operations.

What Success Looks Like

Within 3 Months: Build strong relationships with your team, Sales Leadership, and cross-functional partners; develop a thorough understanding of existing quote-to-close processes and operational challenges; establish visibility into team performance and workload; and identify initial opportunities to improve efficiency and the seller experience.

Within 6 Months: Establish consistent operational performance standards and reporting, implement initial process improvements that address recurring bottlenecks, and strengthen collaboration with Sales Leadership and Business Systems to prioritize and execute workflow enhancements.

Within 1 Year: Deliver measurable improvements in operational efficiency, processing accuracy, and the seller experience.

Your Legacy:

You built a high-performing Sales Operations team that is recognized not only for delivering reliable, responsive support, but for proactively solving problems and making it easier for the business to operate.

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.

Elevate the Craft: You hold the bar high on your own work and invest in developing those around you.

Act with Ownership: You define success by outcomes, not activity.

Clarity Over Complexity: You default to the simpler solution.

How We Thrive

You’ll join a team that thrives on clarity, ownership, and continuous improvement.

The Foundation for Success

Education: Bachelor’s degree in Business, Finance, Operations, Information Systems, or a related field; or equivalent practical operational experience.

Experience: 5+ years of progressive experience within Sales Operations, Revenue Operations, Deal Desk, or Commercial Operations in a B2B SaaS or technology organization, with at least 1–2 years of direct people management or formal team leadership experience.

Join Us

Join Panopto and play a key role in building the operational backbone that powers our global sales organization.

Total Rewards

The salary range for this position is $115,000 - $125,000 USD per year. This position is also eligible for a bonus as part of the compensation package.

At Panopto, our commitment to pay equity and transparency is unwavering.