Senior Account Executive

About the role

Pano AI is building a critical layer of defense against escalating wildfire risk by deploying an AI and IoT detection network that provides real-time intelligence to public sector stakeholders. This role owns the end-to-end sales strategy and execution for state and local government customers across Canada, acting as the primary commercial leader for public sector growth in the region. You will navigate complex public sector ecosystems, aligning procurement, legislative, and operational requirements with Pano AI's platform capabilities to close strategic deals. The position requires deep collaboration with government affairs and lobbying teams to shape favorable policy environments and ensure technology adoption at scale. You will translate the technical strengths of multi-sensor camera networks and AI analytics into compelling public safety and risk mitigation narratives for decision makers. Success in this role means accelerating the adoption of AI-powered situational awareness to protect communities, infrastructure, and natural landscapes from wildfire devastation. You will serve as a trusted advisor to public safety leaders, helping them integrate real-time fire intelligence into broader emergency response and climate resilience strategies.

Key facts

What you'll do

Build and expand a robust pipeline of state and local government customers located in Canada through targeted outreach and relationship development.

Lead full-cycle enterprise sales for public sector accounts, managing complex deals with State Forestry departments, emergency management agencies, and natural resource organizations from initial engagement to contract close.

Own strategic account planning and forecasting, ensuring pipeline integrity, quota attainment, and alignment with company revenue objectives for Canadian public sector markets.

Navigate multi-stakeholder sales environments by engaging with elected officials, department heads, procurement officers, and technical evaluators to build consensus and drive decisions.

Collaborate closely with Government Affairs and state lobbyists to address legislative and regulatory barriers, shaping policy pathways that enable faster adoption of fire detection technology.

Negotiate commercial, pricing, operational, and legal terms that balance customer needs with company requirements across multi-year public sector agreements.

Drive regional expansion within existing accounts by identifying new use cases, additional sites, and cross-functional opportunities to increase platform value and contract scope.

Represent Pano AI at key public sector forums, including wildfire summits, emergency management conferences, and state or regional planning sessions to build awareness and generate demand.

Partner with Product and Engineering teams to gather feedback from public sector customers, translating operational requirements into product improvements and roadmap input.

Work with Marketing to develop targeted content, case studies, and proof points that demonstrate impact on fire response times, risk reduction, and community safety outcomes.

Coordinate closely with Customer Success and Implementation teams to ensure smooth onboarding, high satisfaction, and long-term retention of public sector customers.

Maintain rigorous pipeline management and forecasting discipline, providing transparent updates to leadership and mitigating risks associated with long public sector sales cycles.

Demonstrate mastery of wildfire detection technology, IoT sensor networks, and AI-driven situational awareness to educate stakeholders and counter misinformation.

Act as a market intelligence hub, capturing competitor activity, policy shifts, and emerging wildfire trends that inform strategic adjustments in public sector positioning.

Requirements

Bachelor's degree is required; a Bachelor's degree in a relevant field is mandatory for this position.

An MBA or technical graduate degree is preferred and strongly encouraged for this role.

Bring 8+ years of full-cycle enterprise sales experience, with a proven track record of managing complex deals from initial contact to implementation.

Possess extensive background in SaaS, infrastructure technology, or IoT solutions, with a history of selling to government or public sector organizations.

Demonstrate a strong history of building and maintaining relationships with state-level decision makers, including elected officials and agency leadership.

Showcase experience navigating public sector procurement, compliance, and legal review processes, including familiarity with RFP and contract evaluation workflows.

Exhibit exceptional communication and presentation skills, with the ability to influence multiple stakeholders and align diverse perspectives toward a common goal.

Commit to ethical sales practices and strict adherence to company policies, regulatory requirements, and industry standards in all public sector engagements.

Nice to have

Experience with wildfire, emergency management, or climate technology markets is preferred if present in the candidate background.

Familiarity with public sector funding mechanisms, grant programs, and federal or state incentive structures for safety technology deployments is preferred.

Understanding of AI and IoT technology platforms, including data integration, sensor networks, and real-time analytics, is beneficial if the candidate has relevant technical exposure.

Practical notes

This role is based in Toronto, Canada, and operates within a hybrid-remote framework that may require periodic travel to client sites, industry events, and corporate offices.

Candidates should be prepared for occasional travel to support account visits, stakeholder meetings, and public sector engagements across Canadian regions.

No visa sponsorship information is provided at this time, and any applicable requirements remain the responsibility of the candidate.

There are no published working hour expectations beyond standard full-time status, and schedules must align with cross-functional team availability.

This job description applies exclusively to positions within the Canadian public sector market; responsibilities may differ for other geographic markets.

The selection process will prioritize candidates who can demonstrate a clear understanding of public sector sales cycles, compliance requirements, and stakeholder management in wildfire technology contexts.