Panorama Education

Leading and coaching an SDR team to execute outbound prospecting strategies, collaborating with marketing, and optimizing team performance. | Proven experience managing sales or SDR teams, expertise in outbound sales strategies, operational skills with CRM tools, and a coaching mindset. | At Panorama, we're scaling our sales engine at a pivotal moment for K-12 education. As SDR Manager, you'll lead our SDR team that opens doors with district leaders nationwide, connecting them to tools that improve student outcomes through data, AI, and multi-tiered support systems. You'll coach reps through cold calls, refine outbound sequences and messaging, and build strategies that crack into competitive territories. You'll partner closely with marketing to align campaigns with outbound efforts and turn insights into pipeline. You'll report to our Senior Inside Sales Manager and work in lockstep with AE leadership to convert meetings into partnerships with districts serving millions of students. If you've built high-performing outbound teams in EdTech and thrive on turning rejections into revenue, this role is your next move. You'll Own Leading a team of 8 SDRs executing 400+ weekly prospecting activities focused on cold outreach to K-12 decision-makers Coaching daily: live call reviews, email tear-downs, objection handling to elevate team performance and drive quota attainment Partnering with marketing to align outbound strategies with campaigns, refine messaging, and maximize ROI on joint initiatives Building and iterating outbound playbooks: territory plans, account-based strategies, multi-channel sequences that break into new districts Collaborating with AE and sales leadership to align SDR activity with pipeline goals and ensure seamless handoffs Hiring, onboarding, and developing SDRs who can navigate complex district org charts and cold-prospect with confidence Tracking KPIs (activity volume, meeting conversion, pipeline contribution) and using data to optimize team performance 1+ years managing SDR teams in EdTech with proven results scaling outbound motion (quota attainment, pipeline growth, team retention) Deep expertise in cold outbound strategy: you've coached reps through the grind of prospecting into unresponsive accounts and winning Strong operational chops: CRM hygiene, forecasting, territory design, and using tools like Salesforce, Gong, and HubSpot to drive accountability A coaching mindset: you develop people through feedback, role-play, and skill-building, not micromanagement Strategic thinking paired with execution speed: you can build a plan and roll up your sleeves to make calls alongside your team Salary: The base salary range for this position is $90,000 - $120,000 with a variable compensation of $40,000. Our salary is just one component of Panorama’s competitive total rewards strategy that also includes annual bonuses or commission awards, equity awards, as well as other region-specific health and welfare benefits. US Only: 401K with an employer match Health, dental, vision, life insurance, and short-term and long-term disability coverage. Flexible spending account for health care and dependent care Wellness Reimbursement Work from Home Reimbursement Flexible vacation policy Parental leave program Company Issued Laptop

Manage and grow a portfolio of large school district accounts through strategic sales and relationship management. | 7+ years in enterprise sales with a proven track record of exceeding revenue goals, experience in education sales preferred, and strong presentation and organizational skills. | About the Role We are looking for an Account Executive to join our Enterprise revenue team. This role will be leading our new sales and upsell efforts within a regional portfolio of school districts serving 20,000 or more students. You’ll make meaningful relationships with strategic district and state education administrators from around the country, learning about their most pressing initiatives and challenges, and compel these leaders to partner with Panorama in support of their work. This is an important role for our growth and one that requires the ability to build and maintain relationships at the executive level, an interest in the K12 education space, strong presentation skills both in-person and virtually, and the ability to develop partnerships that lead to new sales. Job Responsibilities: Manage a sales territory and assigned quota within a portfolio of school districts, each serving 20,000 or more students Develop and execute on account-based selling approach in the Enterprise segment Maintain a small portfolio of Panorama’s largest accounts for annual renewal, and as the focus of targeted cross-sell efforts Confidently present to strategic leaders regularly -- at in-person meetings, in conferences -- on Panorama’s fit for solving key educational challenges for the largest K-12 school systems in the country Establish and maintain relationships with strategic district and state education administrators across the country. Understand their strategic initiatives, challenges, and core mission Collaborate within the revenue team and across Technology and Customer Experience to develop and execute effective sales strategies and scopes of work tailored to the unique needs of each school district Develop and maintain a deep understanding of Panorama's tech education solutions and services to effectively communicate their value to potential clients Maintain a well-organized sales and relationship pipeline, tracking progress and ensuring timely follow-up to move potential clients through the sales process and to move key relationships toward sales opportunities Provide regular reports on sales activities, progress, and achievements, contributing to the company's growth and strategy discussions Salary: The On Target Earnings Range for this role is $287,500 - $347,500(On Target Earnings = Base plus commission target) Our Ideal Candidate Has: 7+ years in a closing role in Enterprise Sales, with education and full funnel experience preferred A proven track record of hitting and exceeding revenue goals through Enterprise deals Ability to travel approximately 50% in order to: Meet with K-12 education leaders to develop opportunities Represent Panorama at relevant conferences Present at district meetings for large district opportunities Build broad relationships within districts within territory Experience leading effective presentations to strategic educational leaders virtually and in-person Experience preparing client-facing materials (proposals, email communication, etc.) Experience supporting existing accounts with a consultative approach Strong organizational and time-management skills, with the ability to juggle multiple projects with competing timelines at once Bonus Points: Worked in district or state leadership in K12 and have an acute understanding of the challenges faced by educators Maintain an existing set of relationship with educational leaders and buyers Our salary is just one component of Panorama’s competitive total rewards strategy that also includes annual bonuses or commission awards, equity awards, as well as other region-specific health and welfare benefits

Manage complex, multi-product projects and serve as a primary advisor for districts, ensuring successful implementation and client satisfaction. | Experience in managing complex projects, strong leadership, cross-functional coordination, and deep product or technical fluency. | About Panorama: Panorama is a fast-growing national technology company focused on radically improving education. More than 2,000 school systems serving 15 million students across all 50 states have adopted our platform to understand students’ academic and social-emotional strengths and to identify those in need of additional support. School systems turn to our suite of tools to ensure that every child gets the support they need, including school climate and social-emotional learning surveys, tiered intervention planning, and professional development. About the Role: Project Manager II is a fully autonomous delivery role managing complex, multi-product projects and serving as a primary advisor for districts. This level requires strong judgment, cross-functional leadership, and the ability to independently navigate ambiguity. Client Partnership & Advising Translate district strategic priorities into actionable, outcomes-driven project plans. Guide client decision-making by presenting options, trade-offs, and best practices. Proactively manage expectations and risks in partnership with Account Managers. Serve as a trusted advisor throughout onboarding and sustained use. Project Delivery & Execution Excellence Own end-to-end delivery for complex implementations across the Panorama product suite. Lead project calls and planning sessions with confidence and authority. Manage interdependencies across workstreams, timelines, and stakeholders. Identify and resolve blockers through coordination and escalation as needed. Platform Reliability & Data Integrity Own platform accuracy and data integrity for assigned client portfolios. Independently manage rollover processes and post-rollover change requests. Ensure system correctness through QA, validation, and coordinated internal reviews. Cross-Functional Collaboration Drive alignment across Implementation, Support, Product, and Survey Operations. Track and manage tickets across integrations, survey ops, and technical support. Partner with internal teams to improve delivery efficiency and reduce handoffs. Product Fluency & Client Enablement Maintain deep fluency across Panorama products and configurations. Educate clients on new features, enhancements, and evolving best practices. Track and manage enhancement requests in partnership with Account Managers. Typical Indicators of Success Strong client outcomes and satisfaction Effective risk management and problem-solving High-quality cross-functional coordination Ownership of complex delivery without escalation US Only: 401K with an employer match Health, dental, vision, life insurance, and short-term and long-term disability coverage. Flexible spending account for health care and dependent care Wellness Reimbursement Work from Home Reimbursement Flexible vacation policy Parental leave program Company Issued Laptop

Supporting client relationships, managing onboarding and renewals, and coordinating project execution for educational technology clients. | 1-2 years in customer success or account management, strong communication skills, CRM experience, and interest in educational technology. | About Panorama: Panorama is a fast-growing national technology company focused on radically improving education. More than 2,000 school systems serving 15 million students across all 50 states have adopted our platform to understand students’ academic and social-emotional strengths and to identify those in need of additional support. School systems turn to our suite of tools to ensure that every child gets the support they need, including school climate and social-emotional learning surveys, tiered intervention planning, and professional development. About the Role: As an Associate Client Success Manager (ACSM), you will play a key role in supporting a portfolio of small districts through both relationship management and project execution. You’ll help districts get started with Panorama, stay on track throughout the year, and renew their partnerships by delivering an excellent client experience and showcasing impact. This role blends strategic and operational responsibilities—managing onboarding and survey execution while also building relationships with district leaders and supporting account renewal. It’s ideal for career professionals eager to grow in education and customer success. Relationship Support & Retention Serve as a primary point of contact for a large portfolio 100 partners, ensuring consistent, value oriented engagement. Support renewals by tracking contract timelines, managing documentation, and surfacing risks early. Build trust with district contacts through thoughtful, responsive communication. Identify opportunities for expansion and collaborate with Sales Account Executive team members Project & Implementation Coordination Lead districts through Panorama’s survey process: setup, launch, and results review. Help new clients onboard smoothly and understand how Panorama tools align with their goals. Track important milestones and send proactive reminders and resources. Maintain up-to-date client information in internal systems (Salesforce, Gainsight, project trackers). Product Engagement & Client Enablement Support product adoption by sharing best practices, templates, and support documentation. Educate clients on self-service tools and features to increase usage and impact. Gather and relay feedback to internal teams to improve the client experience. Internal Collaboration Work closely with teammates in Account Management, Teaching & Learning, and Support to deliver a seamless experience. Partner with senior AMs and AEs for accounts needing more strategic support or upsell conversations. Use internal systems to document activity, flag risks, and monitor engagement. Our Ideal Candidate Has: 1–2 years of experience in customer success or account management Demonstrated track record of renewing accounts, negotiating contracts, upselling accounts, and building client relationships Organized and detail-oriented, with the ability to manage multiple priorities independently Excellent written and verbal communication skills; can simplify complex information for clients. Adherence to consistent processes and CRM usage to maintain predictability, forecasting accuracy, and accountability in client interactions Demonstrated ability to prioritize accounts with competing priorities, balancing client requests, upcoming renewals, project deadlines and internal work streams Experience creatively mitigating client objections to renewal and reinforcing value add by listening to client needs and providing solutions. Eager to learn, ask questions, and take initiative to solve problems. Comfortable using tools like Google Suite; exposure to CRM systems (Salesforce, Gainsight) is a plus. Strong interest in supporting technology for K-12 education with a commitment to using data to improve student outcomes, particularly addressing issues of equity and access US Only: 401K with an employer match Health, dental, vision, life insurance, and short-term and long-term disability coverage. Flexible spending account for health care and dependent care Wellness Reimbursement Work from Home Reimbursement Flexible vacation policy Parental leave program Company Issued Laptop