Public Sector Enterprise Account Executive – West Coast

Pano; San Francisco (CA); Hybrid; USD 140,000 - 190,000; Full time

Job summary

Pano AI is seeking a mission-driven Enterprise Account Executive, Public Sector to accelerate the adoption of wildfire detection technology across state and local government agencies on the West Coast. You will build relationships with State Forestry, emergency management, and public safety decision-makers.

The role requires 8+ years of full-cycle enterprise sales, experience selling to government, and a strategic, executive-ready mindset.

Qualifications

• 8+ years of full-cycle enterprise sales experience.
• Experience selling to or partnering with Federal, State and Local government.
• Strategic thinking and 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.

Responsibilities

• Build and manage a growing pipeline of State and Local customers.
• Lead sales strategy and execution for public sector accounts, including State Forestry departments and emergency management agencies.
• Lead the full sales cycle from outbound prospecting through contracting and onboarding.
• Collaborate with Government Affairs to navigate legislative and procurement pathways.
• Negotiate pricing, terms, and legal considerations within enterprise sales processes.
• Drive strategic expansions within key accounts and identify regional go-to-market opportunities.
• Represent Pano AI at public sector events and conferences.
• Coordinate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success.

Skills

Enterprise sales

Public sector sales

Executive communication

SaaS/IoT sales

Education

Bachelor’s degree

MBA or technical graduate degree

Job description

Pano AI is seeking a mission-driven Enterprise Account Executive, Public Sector to accelerate the adoption of wildfire detection technology across state and local government agencies on the West Coast. You will build relationships with State Forestry, emergency management, and public safety decision-makers.

The role requires 8+ years of full-cycle enterprise sales, experience selling to government, and a strategic, executive-ready mindset.