Senior Enterprise Account Executive

About the role

The Senior Enterprise Account Executive, Public Sector at Pano Ai owns the strategic expansion of our wildfire detection and intelligence platform within state and local government organizations across the West Coast. This role is responsible for building and managing a robust pipeline of State and Local customers while navigating complex public sector sales cycles. The hire will lead end-to-end sales execution, working directly with State Forestry officials, emergency management leaders, and government affairs teams to advance mission-critical initiatives. They will negotiate enterprise contracts and align pricing and operational terms with the realities of public sector procurement. This position requires close collaboration with internal stakeholders to ensure seamless onboarding and ongoing customer success. The role also involves representing Pano AI at key public sector forums and wildfire summits to strengthen our presence in the emergency response community. Success in this role directly accelerates the adoption of AI-powered situational awareness to protect communities and critical infrastructure. The hire will be a strategic partner to state lobbyists and decision-makers, helping to shape wildfire mitigation strategies through technology.

Key facts

What you'll do

Build and manage a growing pipeline of State and Local customers within the West Coast public sector.

Lead sales strategy and execution for public sector accounts, including State Forestry departments, emergency management agencies, and departments of natural resources.

Own the full sales cycle from outbound prospecting and multi-stakeholder engagement through contracting and onboarding.

Collaborate with our internal Government Affairs team and state lobbyists to navigate legislative and procurement pathways that support adoption.

Negotiate pricing, operational, and legal terms as part of multifaceted enterprise sales processes in regulated environments.

Drive strategic expansions within existing public sector accounts and identify regional go-to-market opportunities.

Represent Pano AI at public sector events, including wildfire summits, emergency management conferences, and state or regional planning forums.

Work cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success to tailor solutions for public sector needs.

Develop deep domain expertise in wildfire response, emergency management workflows, and public sector decision-making processes.

Act as a trusted advisor to government stakeholders by aligning Pano AI capabilities with their operational and compliance requirements.

Advance the adoption of AI-powered situational awareness to improve fire detection, response times, and community safety.

Support the creation of compelling public sector narratives and proof points that highlight the impact of AI and IoT in wildfire mitigation.

Requirements

Bachelor's degree required; MBA or technical graduate degree preferred.

8+ years of full-cycle enterprise sales experience, ideally in SaaS, infrastructure technology, or related mission-critical software.

Proven track record of selling to government agencies, public sector organizations, or regulated environments.

Experience managing complex, multi-stakeholder sales cycles involving executive-level decision-makers.

Strong demonstrated ability to navigate legislative, procurement, and compliance processes within public sector contexts.

Excellent verbal and written communication skills for engaging with government officials, emergency responders, and technical evaluators.

Capacity to travel regionally within the West Coast for customer engagements, stakeholder meetings, and industry events.

Nice to have

Experience with state forestry departments, emergency management agencies, or public safety organizations.

Understanding of wildfire response workflows, incident command systems, and environmental monitoring technologies.

Familiarity with federal, state, and local procurement and contracting frameworks.

Practical notes

This role may require travel within the West Coast region to visit government agencies, attend conferences, and conduct on-site assessments.

Candidates must be eligible to work in the United States without sponsorship for this position.

About Pano Ai

Pano Ai is hiring for Senior Enterprise Account Executive. The listing location is San Francisco, California.

This Senior Enterprise Account Executive opening is posted for San Francisco, California.