Enterprise Account Executive - Utility and Energy (East Coast)

Overview

Who we are

The problem : Every minute matters in fire response. As climate change amplifies the intensity of wildfires—with longer fire seasons, drier fuels, and faster winds—new ignitions spread faster and put more communities at risk. Today, most wildfires are detected by bystanders and reported via 911, meaning it can take hours to detect a fire, verify its exact location and size, and dispatch first responders. Fire authorities need a faster way to detect, confirm, and pinpoint fires so that they can quickly respond—preventing small flare-ups from becoming devastating infernos.

About Pano : We are a 130+ person growth-stage hybrid-remote start-up, headquartered in San Francisco. We are the leader in early wildfire detection and intelligence, helping fire professionals respond to fires faster and more safely—with the right equipment, timely information, and enhanced coordination—so that they can stop a new ignition before it grows. Pano AI combines advanced hardware, software, and artificial intelligence into an easy-to-use, web-based platform. Leveraging a network of ultra-high-definition, 360-degree cameras atop high vantage points, as well as satellite and other data feeds, Pano AI produces a real-time picture of threats in a geographic region and delivers immediate, actionable intelligence.

About the Role : Pano AI is accelerating the adoption of advanced wildfire detection and situational awareness technology across the United States. As we expand into new markets, we’re seeking an Enterprise Account Executive to lead and grow the Utilities and Energy vertical in the Northeast region (MA, NY, NJ, CT, PA, RI) .

This is a strategic, market-making role focused on building a new regional footprint for a proven platform. You’ll translate complex climate resilience technology into measurable operational value for utilities, energy providers, and public-sector partners - earning credibility through insight, persistence, and performance.

The ideal candidate is a self-directed enterprise seller who thrives in open territories, builds relationships with executives across Operations and Risk, and consistently advances multi-stakeholder deals through long sales cycles. Success in this role establishes the foundation for national-level impact as Pano continues to scale.

What You'll Do

• Own and grow the Utilities and Energy vertical across the Northeast region (MA, NY, NJ, CT, PA, RI).
• Build a sustainable, predictable sales motion that drives qualified pipeline and closed enterprise contracts.
• Manage complex, multi-stakeholder deals (12–18 months typical) with rigor, persistence, and transparency.
• Translate Pano’s AI-powered wildfire detection platform into clear operational and financial ROI for utilities and energy leaders.
• Develop and execute a territory plan, including target accounts, outreach cadence, and regional engagement strategy.
• Prospect and build demand independently—educating the market and shaping awareness in a newer region.
• Collaborate closely with RevOps, Solutions Consulting, and Marketing to align GTM execution and ensure visibility.
• Maintain disciplined CRM hygiene, forecasting accuracy, and communication cadence with leadership.

Who You Are

Compensation & Equal Opportunity

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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