Head of Utility Sales

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 seeks an experienced Head of Utility Sales to help drive full-cycle sales initiatives with new and existing accounts within our core utilities and energy vertical during an exciting early growth phase of the business. You will be driven, well-versed in climate tech, safety and/or disaster relief, passionate about the environment, and able to navigate and negotiate complex regulatory and buying environments. The utility and energy industries are in the midst of the greatest paradigm change in the past century, with the entire sector being re-imagined and restructured to address the impacts of climate change. Utilities are leading innovators in the areas of grid resiliency, renewable energy, and energy infrastructure safety, including wildfire mitigation approaches. This critical role in Pano’s utility and energy practice will help empower and accelerate this change at companies that are instrumental and fully embedded in our daily lives. You will focus on developing and executing thoughtful and dynamic approaches to working with utility and energy organizations that represent some of the largest companies in the world. You will work hand-in-hand with the Go-To-Market team (which includes members vertically focused on Pano’s government and private land-owning offering). 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 continued success for Pano AI, all while working on a meaningful and urgent issue. What you’ll do Developing and managing a growing customer base for our utility & energy accounts Identification, evaluation, and execution of new business opportunities Structuring and negotiating new business relationships, including key pricing, commercial, and operational terms as part of complex contracting processes Managing senior-level relationships with customers and key partners—navigating diverse buying committees that include on-the-ground operators and up to Board/C-level executives Ensuring swift execution of new Pano Station installations during a challenging, short, pre-fire 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 Partnering with internal stakeholders in Sales, Marketing, Product, Operations, and Finance, you will own assessment of the competitive landscape and technologies to help formulate and refine product/GTM/service/support strategies unique to the utility & energy vertical Leveraging domain expertise to plan and execute sales tactics in the following areas: generating new business, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing, and executing contracts Driving ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities What you’ll bring 10+ years of technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, cloud computing services, etc. 5+ years of outside sales and/or business development experience with a focus on selling to the utility & energy sector Demonstrated ability to think strategically about utility & energy priorities and technical challenges, and to convey compelling solutions to them Excellent written and verbal skills, with attention to organization, detail, and quality presentation (including Board level engagement) A track record of navigating multi-stakeholder and matrixed organizations at the executive level Strong preference for end-to-end sales cycles, including lead generation, qualification, and other deliverables for closing deals while consistently delivering on sales goals Highly competitive, able to ramp quickly, extremely adaptive, and pride yourself on exceeding production goals Highly organized, with a sense of urgency The ideal candidate will be passionate about environmental issues and/or a lover of the outdoors. Travel expectations of at least 25% 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.