Sr. Account Executive, Public Sector - State and Local
Sr. Account Executive, Public Sector - State and Local
Posted on :
20-08-2025
Employer Active
1 Vacancy
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Monthly Salary
$ 140000 - 155000
Vacancy
1 Vacancy
Posted on :
20-08-2025
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 flare-ups from becoming devastating infernos.
About Pano: We are a 100 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 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 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.
Pano AI is on TIMEs list of the 100 Most Influential Companies of 2025! MIT Technology Review listed Pano as one of the top 15 climate tech companies to watch in 2024 and Fast Company named Pano AI one of the Top 10 most innovative companies in AI of 2023. Weve also been featured in the Wall Street Journal Bloomberg and CNBC News. Pano AIs dozens of government and enterprise customers span 16 states in the U.S. five states in Australia and BC Canada and we are currently monitoring over 30 million acres of land. Pano AI has raised $89M in venture capital funding from Giant Ventures Liberty Mutual Ventures Tokio Marine Future Fund Congruent Ventures Initialized Capital Salesforce Ventures and T-Mobile Ventures. Learn more at
The Role
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 youll 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 youll bring
- Bachelors degree required; MBA or technical graduate degree preferred
- 8 years of full-cycle enterprise sales experience ideally in SaaS infrastructure IoT or managed services
- Experience selling to or partnering with Federal State and Local government
- Proven success navigating highly regulated environments and long multi-stakeholder sales cycles
- Strategic thinking and strong executive presence; comfort presenting to VP COO and C-level decision-makers
- Ability to thrive in early-stage fast-paced environments with evolving processes
- Mission alignment: passionate about climate adaptation public safety and technology for good
- Based in or familiar with the West Coast.; travel up to 30%
$140000 - $155000 a year
Salary range: $140000 - $155000 with an expected On Target Earnings (OTE) between $290000-$320000.
Final salary offered is based upon multiple factors including individual job-related qualifications education experience knowledge skills and 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.
Required Experience:
Senior IC
Employment Type
Full-Time
Department / Functional Area
Key Skills
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