Head of Public Sector Sales
Head of Public Sector Sales
Posted on :
07-04-2025
Employer Active
1 Vacancy
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Monthly Salary
$ 220000 - 240000
Vacancy
1 Vacancy
Posted on :
07-04-2025
Job Description
Who we are
The problem: Every minute matters in fire response. As climate change amplifies the intensity of wildfireswith longer fire seasons dryer fuels and faster windsnew 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 respondpreventing small flareups from becoming devastating infernos.
About Pano: Pano AI is a 90person growth stage startup headquartered in San Francisco that is the leader in early wildfire detection and intelligence helping fire professionals respond to fires faster and more safelywith the right equipment timely information and enhanced coordinationso that they can stop a new ignition before it grows. Pano AI combines advanced hardware software and artificial intelligence into an easytouse webbased platform. Leveraging a network of ultrahighdefinition 360degree cameras atop high vantage points as well as satellite and other data feeds Pano AI produces a realtime picture of threats in a geographic region and delivers immediate actionable intelligence.
Fast Company named Pano AI one of the Top 10 most innovative companies in AI of 2023. Pano AI has also been featured in the Wall Street Journal Bloomberg NBC News and a national TV commercial produced by strategic partner TMobile. With dozens of government and enterprise customers its reach extends across 10 states in the U.S. five states in Australia and BC Canada helping protect more than 20 million acres of land. Backed by $45M in venture capital funding investors include Congruent Ventures Initialized Capital Salesforce Ventures TMobile Ventures and Valor Equity Partners. Learn more at Role
Pano AI seeks an experienced Head of Public Sector Sales to help drive fullcycle sales initiatives with new and existing accounts within our public sector (federal state and local) during an exciting early growth phase of the business. You will be driven wellversed in climate tech safety and/or disaster relief passionate about supporting government agencies to address the growing threat of wildfires and able to navigate the complexities of public sector sales.
You will focus on developing and executing strategies to work with government agencies at all levels Federal (e.g. BLM USFS DoD) State (Washington DNR Texas A&M Colorado DFPC) and cities/counties. You will work hand in hand with Pano AIs North America VP of Sales and the broader GoToMarket team (which includes members vertically focused on Panos other segments including utilities and private land owners). As we continue to scale our business and product your work will be invaluable in setting the future trajectory of the commercial team. This is an opportunity for a qualified candidate to be a key contributor to driving earlystage success for Pano AI all while working on a meaningful and urgent issue.
What youll do
- Lead and scale our Public Sector sales organization driving revenue within both new and existing accounts.
- Develop gotomarket strategies to access all levels of government (federal state and local.
- Structure and negotiate new business relationships including key pricing commercial and operational terms as part of complex contracting processes.
- Bring government contracting expertise to ensure Pano is best situated to contract at all levels of the government.
- Work closely with our Government Affairs VP (and broader team) to develop and execute against lobbying strategies to create longterm business opportunities.
- Manage seniorlevel relationships with customers and key partners.
- Leverage domain expertise to plan and execute sales tactics in the following areas: territory planning prospecting proposal development and RFP responses relationship development pricing presentation and delivery (finalist or other) negotiations closing and executing contracts.
- Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities.
- Partnering with internal stakeholders in Sales Marketing Product Operations and Finance you will own an assessment of the competitive landscape and technologies to help formulate and refine product/ GTM/ service/ support strategies unique to the Public Sector vertical.
- Ensure swift of new Pano Station installations during a challenging short prefire season purchasing window by partnering closely with the internal ops team and facilitating necessary actions with customer operations teams often in parallel with closing the contract.
What youll bring
- 10 years of Public Sector and technology sales experience selling enterprise software networking infrastructure managed hosting services and/or cloud computing services etc.
- 5 years of sales leadership experience with a focus on building and scaling sales organizations.
- Demonstrated ability to think strategically about aligning gotomarket strategies to the varying needs of the different segments of the public sector market (federal state and local).
- Excellent writing and verbal skills with an attention to organization detail and quality presentation.
- A track record of navigating multistakeholder and complex sales cycles with an emphasis on engagement at the executive level.
- Highly competitive ramp quickly extremely adaptive high sense of urgency and pride yourself on exceeding production goals.
- Strong bias towards coaching and development of your team.
- Travel expectations at least 25
$220000 $240000 a year
Base Salary $220000$240000 Variable Component
Final salary offered is based upon multiple factors including individual jobrelated 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 teammembers 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.
Required Experience:
Director
Employment Type
Full-Time
Department / Functional Area
Key Skills
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