Account Executive - Utilities

Help us tackle the growing wildfire crisis with the latest advancements in AI and IoT Who we are The problem: 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. About Pano: We are a 175+ 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. Pano AI has been recognized by Fast Company as one of the Top 10 Most Innovative AI Companies in 2023, and as one of the Top 50 Most Innovative Companies of 2026 — ranking #1 in the Sustainability category. The company was also named to TIME’s list of the 100 Most Influential Companies of 2025 and identified by MIT Technology Review as one of the top 15 climate tech companies to watch in 2024. Pano AI has been featured in leading publications, including The Wall Street Journal, Bloomberg, and CNBC. The company serves dozens of government and enterprise customers across 16 U.S. states, five Australian states, and British Columbia, Canada, and currently monitors more than 50 million acres of land worldwide. It has raised $89 million in venture capital from investors including Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures. Learn more at https://www.pano.ai/ . The Role Pano AI is accelerating the adoption of advanced wildfire detection and situational awareness technology across the United States. As we expand into new markets, we’re seeking an Enterprise Account Executive to lead and grow the Utilities and Energy vertical in the United States. This is a strategic, market-making role focused on building a new regional footprint for a proven platform. You’ll translate complex climate resilience technology into measurable operational value for utilities, energy providers, and public-sector partners - earning credibility through insight, persistence, and performance. The ideal candidate is a self-directed enterprise seller who thrives in open territories, builds relationships with executives across Operations and Risk, and consistently advances multi-stakeholder deals through long sales cycles. Success in this role establishes the foundation for national-level impact as Pano continues to scale. What you’ll do Own and grow the Utilities and Energy vertical across the United States (Territory TBA) Build a sustainable, predictable sales motion that drives qualified pipeline and closed enterprise contracts Manage complex, multi-stakeholder deals (12–18 months typical) with rigor, persistence, and transparency Translate Pano’s AI-powered wildfire detection platform into clear operational and financial ROI for utilities and energy leaders Develop and execute a territory plan, including target accounts, outreach cadence, and regional engagement strategy Prospect and build demand independently—educating the market and shaping awareness in a newer region Collaborate closely with RevOps, Solutions Consulting, and Marketing to align GTM execution and ensure visibility Maintain disciplined CRM hygiene, forecasting accuracy, and communication cadence with leadership What you’ll bring Experienced enterprise seller with 6–10 years in SaaS, data, or technology-driven solutions, with proven success selling to utilities, energy, or critical infrastructure sectors. Skilled in navigating complex enterprise sales involving multiple decision layers and extended timelines. Demonstrated history of self-generated pipeline creation and disciplined forecasting. Exceptional communication and presentation skills across executive audiences. Adept at building trust, educating prospects, and connecting mission-driven storytelling to ROI. Operate with structure, accountability, and data-driven habits—no black boxes. Comfortable working autonomously in a fast-moving, cross-functional startup environment. Persistent and optimistic—able to open markets, not just close inbound demand Final compensation for 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, full-time roles are eligible for stock options. Our benefits package also includes comprehensive medical, dental, and vision coverage, a matching 401(k) plan, and flexible paid time off.