Senior Enterprise Account Executive - Public Sector

The role

This person will accelerate the adoption of wildfire detection and situational awareness technology across state and local government agencies in the West Coast. They will build and manage a pipeline of public sector customers and lead the full sales cycle.

What you will do

• Build and manage a growing pipeline of State and Local customers
• Lead sales strategy and execution for public sector accounts
• Lead the full sales cycle from outbound prospecting to onboarding
• Work with internal Government Affairs team and state lobbyists to navigate procurement
• Negotiate pricing, operational, and legal terms
• Drive strategic expansions within key accounts
• Represent Pano at public sector events
• Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success

Required qualifications

• Bachelor's degree
• 8+ years of full-cycle enterprise sales experience
• 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
• Mission alignment: passionate about climate adaptation, public safety, and technology for good
• Based in Colorado or West
• Travel up to 30%

Nice to have

• MBA or technical graduate degree
• Experience in SaaS, infrastructure, IoT, or managed services

Benefits

• Equity
• Health coverage
• Retirement or pension contributions
• Paid time off

About the company

Pano AI is the leader in AI-powered wildfire detection and intelligence. The company uses a platform of hardware, software, artificial intelligence, and satellite imagery to provide real-time situational awareness.