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Pano AI is seeking a Senior Enterprise Account Executive for the Public Sector to drive adoption of its AI-powered wildfire detection and intelligence platform across state and local government agencies in the Western United States. The company combines advanced hardware, software, artificial intelligence, and satellite imagery to provide real-time wildfire detection and situational awareness, helping fire professionals respond faster and more safely.
In this role, you will build and manage a growing pipeline of state and local government customers, leading the full sales cycle from prospecting through contracting and onboarding. You'll engage with State Forestry officials, emergency management leaders, government affairs teams, and state decision-makers to forge partnerships that bring cutting-edge fire intelligence capabilities to the public sector. Key responsibilities include developing sales strategy for public sector accounts (State Forestry departments, emergency management agencies, departments of natural resources, public safety organizations), navigating legislative and procurement pathways in collaboration with the internal Government Affairs team and state lobbyists, negotiating pricing and legal terms in complex enterprise deals, and driving strategic account expansions and regional go-to-market opportunities.
You'll represent Pano at public sector events including wildfire summits, emergency management conferences, and state planning forums, and collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success teams.
Required qualifications: Bachelor's degree, 8+ years of full-cycle enterprise sales experience (ideally in SaaS, infrastructure, IoT, or managed services), proven success selling to or partnering with Federal, State, and Local government, ability to navigate highly regulated environments and long multi-stakeholder sales cycles, strategic thinking and executive presence for C-level presentations, and comfort thriving in early-stage, fast-paced environments. MBA or technical graduate degree preferred. Mission alignment with climate adaptation and public safety is valued. Based in Colorado or Western US; up to 30% travel required.
Pano AI is a Series B-funded company (backed by $89M from investors including Giant Ventures, Liberty Mutual Ventures, Salesforce Ventures, and T-Mobile Ventures) with 175+ employees across North America and Australia. The company has been recognized by Fast Company as a Top 10 Most Innovative AI Company (2023) and World's Most Innovative Company (2026, ranked #1 in Sustainability), named to TIME's 100 Most Influential Companies (2025), and recognized by MIT Technology Review as a top climate technology company to watch.
