Enterprise Account Executive - Public Sector

Overview

Please double check you have the right level of experience and qualifications by reading the full overview of this opportunity below.

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 located in the Central and Eastern time zones.
• 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.

What you’ll bring

Salary and benefits

$140,000 - $155,000 a year. Salary range : $140,000 - $155,000 with an expected On Target Earnings (OTE) between $290,000-$320,000. Final salary offered is based upon multiple factors, including individual job-related qualifications, education, experience, knowledge, skills and location. In addition to salary, this position is also eligible for stock options. We offer comprehensive health insurance, paid time off, and 401k.

Pano is an equal opportunity employer committed to recruiting and supporting our team-members regardless of where they come from. We do not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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