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.
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
