Panorama Education

• Own end-to-end execution of assigned in-person events, including industry conferences, field activations, customer meetings, and partner collaborations. • Manage event logistics such as vendor coordination (booth, swag fulfillment, catering), venue selection, registration, speaker management, invoices and billing, attendee communications, lead scanning, and onsite delivery. • Own lead capture and delivery. Implement lead collection strategies, engagement tactics, data hygiene management and follow-up strategies in all events. • Collaborate with marketing partners (demand generation, marketing operations, product marketing, campaigns, design) to ensure messaging, positioning, and campaign alignment. • Maintain detailed timelines, run-of-show plans, event documentation, and communication workflows. • Build and maintain templates, playbooks, and systems that scale event operations and support consistency. • Track and analyze performance across assigned events, including registrations, attendance, engagement, lead volume and pipeline influence. Use HubSpot and Salesforce to track event-sourced leads through the sales funnel, measure pipeline contribution, and calculate ROI for each event investment. • Create dashboards & insights: Develop recurring reports on key metrics (lead source, conversion rates, pipeline velocity by event type) and share recommendations with leadership to optimize future event planning. • Work with MarketingOps and RevOps teams to configure event campaigns in Salesforce/HubSpot, set up lead routing, and ensure data hygiene. • Partner with Sales and Client Partnerships to align on event goals, staffing needs, outreach plans, and follow-up execution. • Evaluate potential hosted, virtual, and third-party events, assessing audience fit, pipeline opportunity, cost, and strategic value.

• Support a portfolio of small districts through relationship management and project execution. • Help districts get started with Panorama, stay on track throughout the year, and renew their partnerships by delivering an excellent client experience. • Manage onboarding and survey execution while building relationships with district leaders and supporting account renewal.

Role Description 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. Qualifications - 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 Requirements - Serve as a primary point of contact for a large portfolio of 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 - 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) - 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 - 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 Benefits - Salary Range: $55,250 - $81,250 USD - Annual bonuses or commission awards - Equity awards - Region-specific health and welfare benefits

• Own and Drive Renewal Cycles: Lead renewals for your assigned portfolio, understanding budget cycles, funding sources, and contract nuances to secure timely renewals and identify growth opportunities. • Expand Panorama’s Impact: Actively pursue growth within existing accounts by identifying upsell opportunities, cultivating strategic relationships, and encouraging customer adoption of key product features. • Engage Clients Strategically: Conduct executive business reviews, outcome reviews, and in-person meetings to reinforce Panorama’s value and drive retention. • Develop and Execute Account Plans: Create and maintain comprehensive account plans, using KPIs to track client health, engagement, and adoption metrics. • Collaborate Cross-Functionally: Partner with Sales, Customer Experience, Product and other teams to align on strategies that ensure consistent client satisfaction and retention. • Ensure Data-Driven Client Success: Utilize metrics such as outcome reviews, customer adoption rates, and active user data to inform decision-making, prioritize account activities, and tailor client interactions. • Maintain Proactive Communication: Log all key client interactions, document strategic goals, and ensure all actions and communications are aligned with Panorama’s client success framework.

Role Description Panorama is at an inflection point with AI - we've heavily invested in it across our products and seen incredible market traction and now we're turning towards how we can use AI to transform how the company itself operates. As a Staff Engineer, Agentic Developer Platform, you'll design and own a new internal AI platform: the agent framework, skill infrastructure, and shared systems that every team at Panorama builds on. The goal is making it possible for engineers, PMs, and operators across the company to go from idea to working AI-powered workflow through core infrastructure. The work is greenfield. You'll make early architectural decisions that others will build on, create the tooling that turns experiments into things teams can actually rely on, and stay close enough to how people use what you build to keep improving it. This role is for someone who thinks in platforms, gets energy from enabling others, and wants what they build to matter, both inside the company and for the 15 million students we serve. What You'll Do: - Platform Architecture & AI Infrastructure - Design and own the company's core AI infrastructure: the shared systems, integration patterns, and runtime environments that all AI-powered work is built on top of. - Make the foundational decisions that others will depend on, including model selection and abstraction, orchestration patterns, data access layers, and deployment standards. - Design the platform so teams can extend it on their own, without needing your involvement for every new use case. - Build the operational layer teams need to trust what they've deployed: logging, evals, cost tracking, latency monitoring, and feedback loops. - Agent & Skill Framework - Design and build the company's agent framework and skill library, the reusable building blocks that teams reach for when automating workflows, connecting systems, or extending AI capabilities into new areas. - Define the interfaces, contracts, and composition patterns that let squads build new agents and skills confidently without reinventing core infrastructure. - Ensure the framework supports a range of complexities, from simple single-step automations to multi-agent workflows spanning systems and teams. - Adoption and Partnership - Help internal teams go from "we have an idea" to "we have a working implementation" by providing the technical scaffolding, guidance, and support. - Build the internal tooling, documentation, and onboarding paths that make the platform genuinely accessible to team members across the company. - Create abstractions that lower the floor for AI development without boxing in the complex cases. - Act as a technical partner to teams adopting the platform, helping them get unblocked, apply patterns correctly, and avoid pitfalls early. - Partner with Product to surface where AI capabilities can remove friction, accelerate workflows, or unlock things internal teams don't yet know are possible. - Maintain a feedback loop with internal customers so the platform evolves around how people actually work, not how the roadmap assumed they would. - Standards, Governance & Technical Direction - Define how the company evaluates, adopts, and evolves AI capabilities responsibly, establishing standards for safety, reliability, and quality that hold across teams. - Partner with engineering leadership to align AI infrastructure with broader architectural direction and long-term system health. - Contribute to org-wide technical discussions, bringing a platform and infrastructure lens to decisions that affect how AI work gets done across the company. Qualifications - 8+ years of professional software engineering experience, with meaningful depth in platform, infrastructure, or developer tooling. - Experience building shared systems that other engineers build on, and an intuition for what makes internal platforms succeed or stall. - Hands-on experience with production AI systems (LLM integrations, tool-using agents, retrieval pipelines, or comparable work), and a track record of enabling other builders to work with those systems confidently. - Strong instincts for API and abstraction design, knowing how to expose the right surface area and hide the right complexity. - Familiarity with MCP or similar tool-use and integration patterns. - A track record of scoping and delivering greenfield technical work, including making early architectural decisions that hold up over time. - Collaborative and transparent by default, with the ability to lead cross-functional alignment without formal authority. - Clear-eyed about the gap between AI that works in demos and AI that works in production, and experienced in closing it. - Actively seeks out product and cross-functional context, energized by the opportunity to push the work forward across teams, not just within engineering. Nice to Have: - Experience with multi-agent orchestration frameworks. - Background in internal developer platforms, enablement engineering, or technical program leadership. - Experience in defining and rolling out engineering standards across a multi-team organization. Benefits - Base Salary: The base salary range for this position is $233,750 - $343,750 // Annually. - 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.

• Design and own the company's core AI infrastructure: the shared systems, integration patterns, and runtime environments that all AI-powered work is built on top of. • Make the foundational decisions that others will depend on, including model selection and abstraction, orchestration patterns, data access layers, and deployment standards. • Design the platform so teams can extend it on their own, without needing your involvement for every new use case. • Build the operational layer teams need to trust what they've deployed: logging, evals, cost tracking, latency monitoring, and feedback loops. • Design and build the company's agent framework and skill library, the reusable building blocks that teams reach for when automating workflows, connecting systems, or extending AI capabilities into new areas. • Define the interfaces, contracts, and composition patterns that let squads build new agents and skills confidently without reinventing core infrastructure. • Ensure the framework supports a range of complexities, from simple single-step automations to multi-agent workflows spanning systems and teams. • Help internal teams go from 'we have an idea' to 'we have a working implementation' by providing the technical scaffolding, guidance, and support. • Build the internal tooling, documentation, and onboarding paths that make the platform genuinely accessible to team members across the company. • Create abstractions that lower the floor for AI development without boxing in the complex cases. • Act as a technical partner to teams adopting the platform, helping them get unblocked, apply patterns correctly, and avoid pitfalls early. • Partner with Product to surface where AI capabilities can remove friction, accelerate workflows, or unlock things internal teams don't yet know are possible. • Maintain a feedback loop with internal customers so the platform evolves around how people actually work, not how the roadmap assumed they would. • Define how the company evaluates, adopts, and evolves AI capabilities responsibly, establishing standards for safety, reliability, and quality that hold across teams. • Partner with engineering leadership to align AI infrastructure with broader architectural direction and long-term system health. • Contribute to org-wide technical discussions, bringing a platform and infrastructure lens to decisions that affect how AI work gets done across the company.

• Securing Internal AI Systems: Lead the security design for Panorama's shared AI infrastructure; own threat modeling for AI-specific risks; design controls for validating and auditing AI outputs; build security tooling. • AI Tool and Integration Governance: Maintain the process for reviewing external AI tools and services; establish standards for integration of external models. • AI Security Governance: Define Panorama's approach to AI security governance; work with leadership to align AI governance with data protection obligations. • Partnership and Enablement: Work closely with engineers to embed security into the internal AI platform; translate security requirements into practical guidance.

Role Description As a Senior AI Security Engineer at Panorama, you'll own the security of our internal AI systems, tooling, and the external services we integrate with. Our mission is serving students and educators, and protecting their data is the foundation that everything else depends on. AI is central to unlocking better outcomes for the students and educators we serve, and this role exists to ensure we do so responsibly. You'll work closely with the teams building our shared AI infrastructure, leading how we evaluate, govern, and secure AI tools and services as the landscape continues to evolve. This is a hands-on engineering role for someone who brings structure to ambiguous problems and is energized by work that hasn't been fully mapped out yet. You'll report to the Director of Information Security. What You'll Do - Securing Internal AI Systems - Lead the security design for Panorama's shared AI infrastructure and AI-powered internal workflows, building the guardrails that govern how AI systems access, process, and handle sensitive data at every layer. - Own threat modeling for AI-specific risks, including the attack surfaces that don't map cleanly onto traditional application security. - Design controls for validating, logging, and auditing AI outputs in contexts where accuracy and data protection are non-negotiable. - Build security tooling and automated checks that let internal teams adopt AI capabilities without slowing down. - AI Tool and Integration Governance - Build and maintain the process for reviewing external AI tools, APIs, and SaaS integrations before internal adoption, keeping criteria current as the vendor landscape evolves. - Evaluate third-party AI services for data handling practices, privacy posture, and risk to sensitive data. - Establish standards for how teams integrate external model providers and AI-powered tools, covering technical, privacy, and contractual requirements. - AI Security Governance - Define and drive Panorama's approach to AI security governance, including the policies, standards, and decision-making processes we use to adopt AI responsibly. - Work with security and engineering leadership to align AI governance with broader data protection and compliance obligations. - Serve as the internal point of view on AI security risk, helping leadership understand tradeoffs and make informed decisions as we expand our AI capabilities. - Partnership and Enablement - Work closely with the engineers and product leaders owning the internal AI platform to embed security into the platform itself. - Partner with squads and teams adopting AI tooling to apply the right patterns early and avoid risks. - Translate security requirements into practical guidance the team can act on. - Collaborate with IT on the identity, access, and device controls that intersect with AI systems and integrations. - Serve as an active member of the security squad, keeping AI security integrated into Panorama's broader security approaches, standards, and decision-making. Qualifications - 5+ years of security engineering experience, with hands-on work building and securing production systems. - Direct experience with AI systems security: LLM integrations, tool-using agents, retrieval pipelines, or comparable work. - A genuine commitment to protecting student data and to the mission of serving students and educators. - Experience evaluating or governing third-party AI tools and services, with an eye toward data privacy and vendor risk. - Strong grounding in application and data security: threat modeling, access control, secrets management, and secure handling of sensitive data. - Demonstrated ability to build security programs, processes, or standards from scratch rather than inheriting a mature playbook. - Comfort operating in a space where the tools, risks, and best practices are still being defined, and a track record of bringing structure to ambiguous problems. - A collaborative working style that brings teams along rather than gating them. Nice to Have - Familiarity with MCP or similar tool-use and integration patterns. - Experience securing internal developer platforms or shared infrastructure. - Knowledge of K-12 privacy requirements such as FERPA, COPPA, or state-level student data privacy laws. - Experience with cloud security guardrails, posture management, and identity and access patterns. Benefits - Base Salary: The base salary range for this position is $170,000- $250,000 USD // Annually. - 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.

• Serve as the primary administrator for Highspot, managing content organization, versioning, and governance. • Ensure the platform is the "Source of Truth" for all market-facing collateral. • Organize and maintain all GTM assets—decks, case studies, talk tracks, one-pagers, and competitive positioning. • Track content usage and engagement metrics to identify gaps and opportunities. • Drive awareness of key GTM assets and initiatives across the sales and customer success teams. • Create communications and tools that highlight new resources and best practices. • Track which assets are being used and which are gathering dust. • Partner with field leaders to understand why certain assets aren't resonating and surface feedback for improvement. • Support the delivery of base-level GTM onboarding for new hires, ensuring they understand Panorama's platform story, competitive positioning, and key talking points. • Help build and facilitate GTM Academy sessions and training programs. • Maintain onboarding materials and documentation. • Respond to field requests for customized assets, competitive positioning, or messaging support. • Participate in sales calls and customer conversations to understand real-world selling challenges and objections. • Surface market trends and field insights to inform GTM strategy and asset priorities.

Role Description Panorama is the K-12 platform for student support and learning. As we accelerate our market impact, we need a Go-to-Market (GTM) Enablement Specialist who can translate complex product capabilities and market dynamics into clear, actionable resources for our go-to-market teams. In this role, you'll report to our GTM Enablement Manager and ensure every sales and GTM team member has the tools, knowledge, and confidence to communicate Panorama's value. You'll own the day-to-day operations that keep our GTM teams enabled, aligned, and excited—from managing our content platform to driving adoption of key assets to facilitating onboarding and training. What You'll Own - Content & Platform Management: - Serve as the primary administrator for Highspot, managing content organization, versioning, and governance. - Ensure the platform is the "Source of Truth" for all market-facing collateral. - Organize and maintain all GTM assets—decks, case studies, talk tracks, one-pagers, and competitive positioning. - Track content usage and engagement metrics to identify gaps and opportunities. - Asset Adoption & Awareness: - Drive awareness of key GTM assets and initiatives across the sales and customer success teams. - Create communications and tools that highlight new resources and best practices. - Track which assets are being used and which are gathering dust. - Partner with field leaders to understand why certain assets aren't resonating and surface feedback for improvement. - GTM Onboarding & Academy Facilitation: - Support the delivery of base-level GTM onboarding for new hires, ensuring they understand Panorama's platform story, competitive positioning, and key talking points. - Help build and facilitate GTM Academy sessions and training programs. - Maintain onboarding materials and documentation. - Field Support & Feedback Loop: - Respond to field requests for customized assets, competitive positioning, or messaging support. - Participate in sales calls and customer conversations to understand real-world selling challenges and objections. - Surface market trends and field insights to inform GTM strategy and asset priorities. Qualifications - 2–4 years of experience in Sales Enablement, GTM Operations, Marketing Operations, or related SaaS roles (K-12 experience is a plus, not required) - Strong understanding of the sales process and buyer journey - Experience with sales enablement platforms (Seismic, Highspot, Salesforce, or similar)—or strong ability to quickly learn new platforms - Experience with AI execution - Experience developing or delivering training, onboarding, or workshop content - Excellent organizational and project management skills - Strong written and verbal communication skills - Ability to work collaboratively across multiple teams and manage competing priorities - Demonstrated ability to gather feedback, communicate findings, and drive action Requirements - Base Salary: The base salary range for this position is $78,328-$115,188. 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. Benefits - 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