Reporting to the VP, Solutions Architect team, you’ll act as a bridge between district feedback and our product teams, ensuring customer insights directly inform product development. Your role involves presenting and demoing the product, frequent internal strategy and communications on customer requirements, ensuring technical fit in a client environment, and working in our demo environment to address market needs and accelerate client success, while also driving product enhancements. Data-driven and innovative, you will play a vital role in helping schools improve student outcomes, family engagement, and intervention tracking.

Responsibilities

• Partner with the sales team to understand client needs and translate business requirements into technical solutions that showcase Panorama's value.
• Lead the technical discovery process with prospective clients, analyzing their existing systems (e.g., SIS, LMS, assessment platforms) and designing tailored solutions for integration.
• Support sales presentations and demonstrations by articulating the innovative and technical aspects of Panorama's platform to prospective clients, including discussions on our AI solutions and how to implement them.
• Serve as a technical advisor throughout the sales cycle, helping prospects evaluate Panorama’s platform within their broader ecosystem of SIS, LMS, Assessments, and other integrated platforms.
• Assist RFP Squad with evaluation of product fit and drafting of responses for RFP bids. This may sometimes include presenting to high level decision makers and board of education members in person or in virtual meetings.
• Lead discussions with customers on Panorama’s application of Safe and Responsible AI, including our AI infrastructure and safeguards. Must maintain fluency around discussing AI and stay up to date with the rapidly evolving space.
• Maintain expertise in educational technology, data systems integration, and security standards.
• Collaborate with Product and Engineering teams to relay customer feedback and ensure that our offerings align with market needs.
• Provide mentorship and technical guidance to sales team members to enhance their ability to position Panorama’s solutions.
• Maintain a deep understanding of Panorama’s products and services, and stay current on industry trends and competitive solutions.

Requirements

• 2+ years of experience as a Solutions Architect or in a similar technical pre-sales role, preferably in educational technology or SaaS.
• Proven experience in supporting enterprise-level sales processes, including technical discovery, presentations, and proposal creation.
• Strong knowledge of educational technology systems, including integration with SIS, LMS, and other district-level platforms.
• Excellent communication skills, with the ability to convey complex technical concepts to non-technical stakeholders.
• Ability to manage multiple client engagements, working both independently and as part of a team to meet deadlines.
• Strong problem-solving skills and a strategic mindset in designing client-focused technical solutions.
• Passion for education and using technology to drive positive outcomes for students.
• Ability to travel regionally 25-30%.

Preferred Qualifications

• Bachelor’s degree in Education or higher
• Experience working in K-12
• Experience with pre-sales activities in SaaS or EdTech
• Experience working with AI skills, agents, or custom tool development
• Experience working in special education, MTSS, EdTech integration

Benefits

What We Offer

The “Base Salary” range represents the low and high end of the anticipated salary range for this position across all US locations. Determining this anticipated Base Salary range involves considering many factors in making compensation decisions, including but not limited to: unique skill sets, experience, training, performance, licensure and certifications, and other business and organizational needs. Additionally, our anticipated Base Salary determination is just one component of Panorama’s competitive total rewards strategy, including annual bonus or commission awards, equity awards, and other region-specific health and welfare benefits.

Salary Range 85,000 - 125,000 + commission.

• Competitive salary and benefits (including equity, health, dental & vision, retirement contribution, parental leave, and mental health & wellness support).
• Remote-first culture: Panoramians can work anywhere in the continental U.S.
• Mission-driven colleagues who care deeply about making education more equitable and sustainable.

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