Senior Enterprise Account Executive - Public Sector

United States·San FranciscoRemotefull-timesenior

SalesAccount Executive

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Quick Summary

Overview

Help us tackle the growing wildfire crisis with the latest advancements in AI and IoT Who we are The challenge: Every minute matters in wildfire response.

Technical Tools

SalesAccount Executive

Responsibilities

~1 min read

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Build and manage a growing pipeline of State and Local customers
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Lead sales strategy and execution for public sector accounts, including State Forestry departments, emergency management agencies, departments of natural resources, and public safety organizations.
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Lead the full sales cycle: from outbound prospecting and multi-stakeholder engagement through contracting and onboarding
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Work closely with our internal Government Affairs team and state lobbyists to navigate legislative and procurement pathways that support broader adoption.
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Negotiate pricing, operational, and legal terms as part of multifaceted enterprise sales processes
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Drive strategic expansions within key accounts and identify regional go-to-market opportunities
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Represent Pano at public sector events, including wildfire summits, emergency management conferences, and state or regional planning forums
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Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success

Bachelor’s 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 Colorado or West; travel up to 30%

Final compensation for regular full-time employees is determined by a variety of factors, including job-related qualifications, education, experience, skills, knowledge, and geographic location. In addition to base salary, regular full-time roles are eligible for equity. Benefits are tailored to local market standards and statutory requirements in the employee's country of employment, and may include health coverage, retirement or pension contributions, and paid time off. Specific benefit details will be shared during the interview process.