The Role
Drive sales strategy for wildfire detection technology in public sector; engage with government officials, negotiate terms, and manage customer relationships.
Summary Generated by Built In
Who we are
The problem: Every minute matters in fire response. As climate change amplifies the intensity of wildfires—with longer fire seasons, drier fuels, and faster winds—new ignitions spread faster and put more communities at risk. Today, most wildfires are detected by bystanders and reported via 911, meaning it can take hours to detect a fire, verify its exact location and size, and dispatch first responders. Fire authorities need a faster way to detect, confirm, and pinpoint fires so that they can quickly respond—preventing small flare-ups from becoming devastating infernos.
About Pano: We are a 100+ person growth-stage hybrid-remote start-up, headquartered in San Francisco. We are the leader in early wildfire detection and intelligence, helping fire professionals respond to fires faster and more safely—with the right equipment, timely information, and enhanced coordination—so that they can stop a new ignition before it grows. Pano AI combines advanced hardware, software, and artificial intelligence into an easy-to-use, web-based platform. Leveraging a network of ultra-high-definition, 360-degree cameras atop high vantage points, as well as satellite and other data feeds, Pano AI produces a real-time picture of threats in a geographic region and delivers immediate, actionable intelligence.
Pano AI is on TIME's list of the 100 Most Influential Companies of 2025! MIT Technology Review listed Pano as one of the top 15 climate tech companies to watch in 2024, and Fast Company named Pano AI one of the Top 10 most innovative companies in AI of 2023. We’ve also been featured in the Wall Street Journal, Bloomberg, and CNBC News. Pano AI’s dozens of government and enterprise customers span 16 states in the U.S., five states in Australia, and BC, Canada, and we are currently monitoring over 30 million acres of land. Pano AI has raised $89M in venture capital funding from Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures. Learn more at https://www.pano.ai/.
The Role
Pano AI is seeking a mission-driven and strategic Enterprise Account Executive, Public Sector to accelerate the adoption of our wildfire detection and situational awareness technology across state and local government agencies in the West Coast. This is a high-impact role supporting public safety, emergency response, and climate resilience through advanced technology solutions.
You will work closely with State Forestry officials, emergency management leaders, government affairs teams, state lobbyists, and state decision-makers who are actively shaping wildfire mitigation and disaster preparedness strategies. Your role will be essential in forging partnerships that bring cutting-edge fire intelligence capabilities to the public sector.
What you'll do
- Build and manage a growing pipeline of state and local customers located in the Central and Eastern time zones.
- Lead sales strategy and execution for public sector accounts, including State Forestry departments, emergency management agencies, departments of natural resources, and public safety organizations
- Lead the full sales cycle: from outbound prospecting and multi-stakeholder engagement through contracting and onboarding
- Work closely with our internal Government Affairs team and state lobbyists to navigate legislative and procurement pathways that support broader adoption
- Negotiate pricing, operational, and legal terms as part of multifaceted sales processes
- Drive strategic expansions within key accounts and identify regional go-to-market opportunities
- Represent Pano at public sector events, including wildfire summits, emergency management conferences, and state or regional planning forums
- Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success
What you'll bring
- Bachelor’s degree required; MBA or technical graduate degree preferred
- 8+ years of full-cycle enterprise sales experience, ideally in SaaS, infrastructure, IoT, or managed services
- Experience selling to or partnering with Federal, State and Local government
- Proven success navigating highly regulated environments and long, multi-stakeholder sales cycles
- Strategic thinking and strong executive presence; comfort presenting to VP, COO, and C-level decision-makers
- Ability to thrive in early-stage, fast-paced environments with evolving processes
- Mission alignment: passionate about climate adaptation, public safety, and technology for good
- Based in or familiar with the West Coast.; travel up to 30%
Pano is an equal opportunity employer committed to recruiting and supporting our team-members regardless of where they come from. We do not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
Top Skills
Cloud Infrastructure
Iot
SaaS
Sales Management Software
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The Company
What We Do
Pano AI (Pano) is the leader in early wildfire detection and intelligence, providing government, utilities, insurers, and private landowners with advanced tools and up-to-the-minute intelligence to quickly mitigate wildfire threats while protecting lives, property, and the environment.
Pano combines advanced hardware, artificial intelligence, and software in a single integrated enterprise solution. Leveraging data and satellite feeds, as well as propriety imagery from a network of ultra-high-definition, 360-degree cameras atop high vantage points, Pano’s artificial intelligence model produces a real-time picture of threats in a geographic region and delivers immediate, actionable intelligence.
Pano is based in San Francisco with a team of experienced technology professionals–from companies including Cisco, Tesla, Apple, Salesforce, and Nest–who are on a mission to give firefighters advanced tools to safeguard lives, communities, and the environment. Recently, Pano has been featured on Fox Business News, the San Francisco Chronicle, Morning Brew, and T&D World Magazine. Learn more at https://www.pano.ai/.
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