<div><span style="font-size:21.3333px;">Who we are</span></div><div><br></div><div><span style="font-size:10pt;"><b>The problem</b>: Every minute matters in fire response.  As climate change amplifies the intensity of wildfires—with longer fire seasons, dryer fuels, and faster winds—new 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 respond—preventing small flare-ups from becoming devastating infernos. </span></div><div><br></div><div><span style="font-size:10pt;"><b>About Pano:</b> 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 safely—with the right equipment, timely information, and enhanced coordination—so 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. </span></div><div><br></div><div><span style="font-size:10pt;">Pano AI is on</span><a style="font-size:10pt;" href="https://www.linkedin.com/company/time/"> TIME</a><span style="font-size:10pt;">'s list of the</span><a style="font-size:10pt;" href="https://time.com/collections/time100-companies-2025/7289577/pano-ai/"> 100 Most Influential Companies of 2025!</a><span style="font-size:10pt;"> MIT Technology Review listed Pano as one of the</span><a style="font-size:10pt;" href="https://www.technologyreview.com/2024/10/01/1104375/2024-climate-tech-companies-pano-ai-fire-detecting-ai/"> top 15 climate tech companies to watch</a><span style="font-size:10pt;"> in 2024, and Fast Company named Pano AI one of the</span><a style="font-size:10pt;" href="https://www.fastcompany.com/90846670/most-innovative-companies-artificial-intelligence-2023"> Top 10 most innovative companies in AI of 2023</a><span style="font-size:10pt;">. We’ve also been featured in the</span><a style="font-size:10pt;" href="https://www.wsj.com/articles/ai-wildfire-detection-startup-raises-44-million-2d662b00?mod=venture-capital_feat1_new-money_pos1"> Wall Street Journal</a><span style="font-size:10pt;">,</span><a style="font-size:10pt;" href="https://www.bloomberg.com/news/articles/2025-01-21/la-fires-bolster-investment-case-for-climate-adaptation-technology"> Bloomberg</a><span style="font-size:10pt;">,</span><a style="font-size:10pt;" href="https://www.cnbc.com/video/2024/11/18/ai-helping-to-fight-wildfires.html"> and CNBC News</a><span style="font-size:10pt;">.  Pano AI’s 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</span><a style="font-size:10pt;" href="https://techcrunch-com.cdn.ampproject.org/c/s/techcrunch.com/2023/07/10/pano-series-a-extension/amp/"> $89M in venture capital funding</a><span style="font-size:10pt;"> from Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures. Learn more at</span><a style="font-size:10pt;" href="https://www.pano.ai/"> https://www.pano.ai/</a><span style="font-size:10pt;">.  </span></div><div><br></div><div><br></div><div><br></div><div><span style="font-size:16pt;">The Role </span></div><div><span style="font-size:10pt;">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.</span></div><div><br></div><div><span style="font-size:10pt;">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.</span></div><br><br><h3>What you'll do</h3><ul><li>Build and manage a growing pipeline of state and local customers located in the Central and Eastern time zones.</li><li>Lead sales strategy and execution for public sector accounts, including State Forestry departments, emergency management agencies, departments of natural resources, and public safety organizations</li><li>Lead the full sales cycle: from outbound prospecting and multi-stakeholder engagement through contracting and onboarding</li><li>Work closely with our internal Government Affairs team and state lobbyists to navigate legislative and procurement pathways that support broader adoption</li><li>Negotiate pricing, operational, and legal terms as part of multifaceted sales processes</li><li>Drive strategic expansions within key accounts and identify regional go-to-market opportunities</li><li>Represent Pano at public sector events, including wildfire summits, emergency management conferences, and state or regional planning forums</li><li>Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success</li></ul><h3>What you'll bring</h3><ul><li>Bachelor’s degree required; MBA or technical graduate degree preferred</li><li>8+ years of full-cycle enterprise sales experience, ideally in SaaS, infrastructure, IoT, or managed services</li><li>Experience selling to or partnering with Federal, State and Local government</li><li>Proven success navigating highly regulated environments and long, multi-stakeholder sales cycles</li><li>Strategic thinking and strong executive presence; comfort presenting to VP, COO, and C-level decision-makers</li><li>Ability to thrive in early-stage, fast-paced environments with evolving processes</li><li>Mission alignment: passionate about climate adaptation, public safety, and technology for good</li><li>Based in or familiar with the West Coast.; travel up to 30%</li></ul><br><div>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.</div>

<p><strong>About Pano</strong><span style="font-weight: 400;">: Founded in 2020, </span><a href="https://www.pano.ai/"><span style="font-weight: 400;">Pano</span></a><span style="font-weight: 400;"> is building the world&rsquo;s first fully-integrated disaster management platform focused on climate change resilience. Pano&rsquo;s SaaS solution leverages advanced hardware, software, and artificial intelligence technologies to modernize the disaster preparedness industry. Pano Rapid Detect, the company&rsquo;s first product, is already a leader in wildfire early detection and intelligence, with millions of dollars in revenue&nbsp; stretching across 4 states in the U.S. and 2 states in Australia. </span></p>
<p><span style="font-weight: 400;">Our customers include PG&amp;E, Portland General Electric, the Big Sky Montana Fire Department, and Southern Cross Forests.Our team is composed of seasoned technology professionals from companies such as Cisco, Apple, and Nest. Headquartered in San Francisco with an office and factory in the Mission District, our hybrid team works from locations around the world. Founded in mid-2020, we&rsquo;ve raised over $8M from leading VC funds and prominent angel investors, including the CEOs of Gitlab, HomeLight, and People.AI. </span></p>

Sr. Account Executive, Public Sector - State and Local

<div><span>Who we are</span></div><div><br></div><div><span><b>The problem</b>: Every minute matters in fire response.&nbsp; As climate change amplifies the intensity of wildfires—with longer fire seasons, dryer fuels, and faster winds—new 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 respond—preventing small flare-ups from becoming devastating infernos.&nbsp;</span></div><div><br></div><div><span><b>About Pano:</b> We are a 100+ person growth-stage hybrid-remote start-up, headquartered in San Francisco.&nbsp; We are the leader in early wildfire detection and intelligence, helping fire professionals respond to fires faster and more safely—with the right equipment, timely information, and enhanced coordination—so that they can stop a new ignition before it grows.&nbsp; 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.&nbsp;</span></div><div><br></div><div><span>Pano AI is on</span><a href="https://www.linkedin.com/company/time/"> TIME</a><span>'s list of the</span><a href="https://time.com/collections/time100-companies-2025/7289577/pano-ai/"> 100 Most Influential Companies of 2025!</a><span> MIT Technology Review listed Pano as one of the</span><a href="https://www.technologyreview.com/2024/10/01/1104375/2024-climate-tech-companies-pano-ai-fire-detecting-ai/"> top 15 climate tech companies to watch</a><span> in 2024, and Fast Company named Pano AI one of the</span><a href="https://www.fastcompany.com/90846670/most-innovative-companies-artificial-intelligence-2023"> Top 10 most innovative companies in AI of 2023</a><span>. We’ve also been featured in the</span><a href="https://www.wsj.com/articles/ai-wildfire-detection-startup-raises-44-million-2d662b00?mod=venture-capital_feat1_new-money_pos1"> Wall Street Journal</a><span>,</span><a href="https://www.bloomberg.com/news/articles/2025-01-21/la-fires-bolster-investment-case-for-climate-adaptation-technology"> Bloomberg</a><span>,</span><a href="https://www.cnbc.com/video/2024/11/18/ai-helping-to-fight-wildfires.html"> and CNBC News</a><span>.&nbsp; Pano AI’s 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</span><a href="https://techcrunch-com.cdn.ampproject.org/c/s/techcrunch.com/2023/07/10/pano-series-a-extension/amp/"> $89M in venture capital funding</a><span> from Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures. Learn more at</span><a href="https://www.pano.ai/"> https://www.pano.ai/</a><span>. &nbsp;</span></div><div><br></div><div><br></div><div><br></div><div><span>The Role&nbsp;</span></div><div><span>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.</span></div><div><br></div><div><span>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.</span></div><br><br><h3>What you'll do</h3><ul><li>Build and manage a growing pipeline of state and local customers located in the Central and Eastern time zones.</li><li>Lead sales strategy and execution for public sector accounts, including State Forestry departments, emergency management agencies, departments of natural resources, and public safety organizations</li><li>Lead the full sales cycle: from outbound prospecting and multi-stakeholder engagement through contracting and onboarding</li><li>Work closely with our internal Government Affairs team and state lobbyists to navigate legislative and procurement pathways that support broader adoption</li><li>Negotiate pricing, operational, and legal terms as part of multifaceted sales processes</li><li>Drive strategic expansions within key accounts and identify regional go-to-market opportunities</li><li>Represent Pano at public sector events, including wildfire summits, emergency management conferences, and state or regional planning forums</li><li>Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success</li></ul><h3>What you'll bring</h3><ul><li>Bachelor’s degree required; MBA or technical graduate degree preferred</li><li>8+ years of full-cycle enterprise sales experience, ideally in SaaS, infrastructure, IoT, or managed services</li><li>Experience selling to or partnering with Federal, State and Local government</li><li>Proven success navigating highly regulated environments and long, multi-stakeholder sales cycles</li><li>Strategic thinking and strong executive presence; comfort presenting to VP, COO, and C-level decision-makers</li><li>Ability to thrive in early-stage, fast-paced environments with evolving processes</li><li>Mission alignment: passionate about climate adaptation, public safety, and technology for good</li><li>Based in or familiar with the West Coast.; travel up to 30%</li></ul><br><div>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.</div>

Sr. Account Executive, Public Sector - State and Local

About the Job

About the Company

Pano AI

Similar Jobs

Account Executive, Western United States

Account Executive, Western United States

Account Executive (LatAm)

Account Executive (LatAm)

Account Executive - Phoenix

Account Executive - Phoenix

Account Executive

Account Executive

Director, Customer Success and Community Engagement

Director, Customer Success and Community Engagement

Account Executive

Account Executive

Account Executive

Account Executive

Senior Account Executive

Senior Account Executive

Enterprise Account Executive-Utilities and Energy

Enterprise Account Executive-Utilities and Energy

Business Development Manager

Business Development Manager