Head of Public Sector Sales

🕒 July 21

⛰️ Colorado, Texas, +1 more states – Remote

⛰️ Colorado – Remote 🤠 Texas – Remote ☕ Washington – Remote

💵 $216.4k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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Pano AI

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2019

💼 Consulting

🎖️ Defense

📦 Logistics

💰 $44M Series B - Pano on 2025-06

Consulting • Defense • Logistics

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

• Lead and scale our Public Sector sales organization, driving revenue within both new and existing accounts • Develop go-to-market strategies to access all levels of government (federal, state, and local) • Structure and negotiate new business relationships including key pricing, commercial, and operational terms as part of complex contracting processes • Bring government contracting expertise to ensure Pano is best situated to contract at all levels of the government • Work closely with our Government Affairs VP (and broader team) to develop and execute against lobbying strategies to create long-term business opportunities • Manage senior-level relationships with customers and key partners • Leverage domain expertise to plan and execute sales tactics in the following areas: territory planning, prospecting, proposal development and RFP responses, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and executing contracts • Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities • Partnering with internal stakeholders in Sales, Marketing, Product, Operations, and Finance, you will own an assessment of the competitive landscape and technologies to help formulate and refine product/ GTM/ service/ support strategies unique to the Public Sector vertical • Ensure swift execution of new Pano Station installations during a challenging short pre-fire season purchasing window, by partnering closely with the internal ops team and facilitating necessary actions with customer operations teams, often in parallel with closing the contract

🎯 Requirements

• 10+ years of Public Sector and technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, and/or cloud computing services, etc. • 5+ years of sales leadership experience, with a focus on building and scaling sales organizations • Demonstrated ability to think strategically about aligning go-to-market strategies to the varying needs of the different segments of the public sector market (federal, state, and local) • Excellent writing and verbal skills with an attention to organization, detail, and quality presentation • A track record of navigating multi-stakeholder and complex sales cycles, with an emphasis on engagement at the executive level • Highly competitive, ramp quickly, extremely adaptive, high sense of urgency, and pride yourself on exceeding production goals • Strong bias towards coaching and development of your team • Travel expectations at least 25%

🏖️ Benefits

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