Senior Enterprise Account Executive - Public Sector

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

Help us tackle the growing wildfire crisis with the latest advancements in AI and IoT

Who we are

The challenge: Every minute matters in wildfire response. As climate change increases the frequency and intensity of wildfires—with longer fire seasons, drier fuels, and more extreme weather—new ignitions can spread rapidly, putting communities, critical infrastructure, and ecosystems at risk. Today, many wildfires are first reported by members of the public, meaning it can take valuable time to detect a fire, confirm its location and size, and mobilize responders. Fire agencies need faster, more reliable ways to detect, verify, and pinpoint new ignitions so they can respond quickly and prevent small fires from becoming catastrophic events.

About Pano AI: Pano AI is the leader in AI-powered wildfire detection and intelligence, helping fire professionals detect, respond to, and contain wildfires faster and more safely. Our platform combines advanced hardware, software, artificial intelligence, satellite imagery, and other data sources to provide real-time situational awareness and actionable intelligence. Using a network of ultra-high-definition, 360-degree cameras positioned across high vista points, Pano AI delivers a real-time view of wildfire activity, enabling faster, more informed decision-making when every second counts.

We are a team of more than 175 people working in a hybrid-remote environment across North America and Australia, with headquarters in San Francisco. Our customers include government agencies, utilities, insurers, and private landowners who rely on Pano AI to help protect people, property, and natural landscapes. Pano AI currently serves customers across the United States, Australia, and Canada, monitoring more than 50 million acres worldwide.

Our values are part of everything we do at Pano AI. They guide how we work together, how we serve our customers, and how we approach our mission.

Impact: As we scale our business, we grow our impact—enabling emergency managers to protect people, infrastructure, and the environment from devastating wildfires.

Service: We serve those who serve, and the teammates beside us.

Trust: We earn trust through integrity, accountability, and an obsession with quality so that our partners can rely on us.

Excellence and Speed: We produce exceptional work quickly because our mission demands both precision and urgency.

Innovation: We apply cutting-edge technology to what we build and how we work.

Our work has been recognized by Fast Company as one of the Top 10 Most Innovative AI Companies in 2023 and one of the World's Most Innovative Companies in 2026, ranking #1 in Sustainability. We have also been named to TIME's list of the 100 Most Influential Companies of 2025 and recognized by MIT Technology Review as one of the top climate technology companies to watch.

Backed by $89 million in funding from leading investors including Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures, we're building technology that helps communities around the world become more resilient to wildfire. Learn more at 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

• 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 enterprise 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 Colorado or West; travel up to 30%

Final compensation for regular full-time employees is determined by a variety of factors, including job-related qualifications, education, experience, skills, knowledge, and geographic location. In addition to base salary, regular full-time roles are eligible for equity. Benefits are tailored to local market standards and statutory requirements in the employee's country of employment, and may include health coverage, retirement or pension contributions, and paid time off. Specific benefit details will be shared during the interview process.