Senior Account Executive – Public Sector

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🕒 May 1

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Pano AI

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2019

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 $44M Series B - Pano on 2025-06

Artificial Intelligence • Enterprise • SaaS

Pano AI is an AI-powered wildfire detection and situational awareness platform that provides early detection, visual intelligence, and real‑time data to support faster, coordinated wildfire response. Its enterprise-grade solution notifies stakeholders of confirmed incidents and delivers actionable insights to utilities, fire professionals, and landowners to protect communities, infrastructure, and the environment.

📋 Description

• Build and manage a growing pipeline of state and local customers located in Canada • 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

🎯 Requirements

• 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 • Travel up to 30%

🏖️ Benefits

• Comprehensive medical, dental, and vision coverage • Matching 401(k) plan • Flexible paid time off • Eligible for stock options