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Pano AI is seeking an experienced Head of Public Sector Sales to lead full-cycle sales initiatives with government agencies at federal, state, and local levels. The company is an AI-powered wildfire detection and intelligence platform that combines hardware, software, AI, and satellite imagery to help fire professionals detect and respond to wildfires faster and more safely. With over 175 employees, Series B funding of $89 million, and recognition as one of Fast Company's Top 10 Most Innovative AI Companies and TIME's 100 Most Influential Companies, Pano AI is at an exciting growth inflection point.
In this role, you will develop and execute go-to-market strategies targeting federal agencies (BLM, USFS, DoD), state agencies (Washington DNR, Texas A&M, Colorado DFPC), and municipal governments. You will lead the public sector sales organization, manage senior-level customer relationships, and navigate complex government contracting processes including RFPs, pricing negotiations, and commercial terms. You will work closely with the North America VP of Sales, Government Affairs VP, and cross-functional teams in Marketing, Product, Operations, and Finance to scale revenue and shape the commercial strategy for this vertical.
Key responsibilities include territory planning, prospecting, proposal development, relationship management, competitive analysis, and ensuring swift execution of Pano Station installations during critical pre-fire season windows. You will drive both new account acquisition and expansion within existing government customers, while partnering with Customer Success on account management. This is an opportunity to be a key contributor during early-stage scaling of a mission-driven climate tech company addressing an urgent, growing threat.
