Enterprise Account Executive

About the role

You will own the development and expansion of strategic relationships within the Utilities and Energy vertical in the United States, driving multi-year contract growth and portfolio retention. You will build long-term account plans that identify expansion opportunities across regions, use cases, and business units while deepening relationships with operations, risk, and executive stakeholders. This role requires you to partner closely with customers to quantify and communicate ongoing ROI, ensuring continued investment and renewal of Pano AI solutions. You will manage complex, multi-stakeholder engagements using a land-and-expand motion and collaborate with Customer Success, Solutions Consulting, and Marketing to deliver a cohesive customer experience. Success in this position will depend on your ability to navigate large, complex organizations, build executive trust, and act as the voice of the customer internally to influence product and GTM strategy. You will maintain strong forecasting discipline across renewals, expansions, and pipeline visibility while growing a portfolio of strategic accounts in the energy sector. This is a relationship-first, expansion-focused role where consistent value delivery and long-term engagement define your impact.

Key facts

What you'll do

• Own and grow a portfolio of strategic accounts within the Utilities and Energy vertical.
• Build long-term account plans that drive expansion, retention, and multi-year contract growth.
• Deepen relationships across Operations, Risk, and executive stakeholders to increase product adoption and account penetration.
• Identify and execute on expansion opportunities, including new regions, use cases, and business units.
• Partner with customers to quantify and communicate ongoing ROI, ensuring continued investment and renewal.
• Manage complex, multi-stakeholder engagements with a focus on land-and-expand motions.
• Collaborate with Customer Success, Solutions Consulting, and Marketing to deliver a cohesive customer experience.
• Maintain strong forecasting discipline across renewals, expansions, and pipeline visibility.
• Act as the voice of the customer internally, influencing product and GTM strategy.
• Support customer-driven use cases and workflows that demonstrate sustained operational value over time.
• Coordinate cross-functional alignment to ensure timely and successful adoption of Pano AI capabilities.
• Leverage data and insights to prioritize account activities and guide strategic decision-making.
• Develop trusted advisor relationships that position Pano AI as essential to wildfire risk management.
• Track and report on account health, adoption metrics, and expansion progress to leadership.

Requirements

• 7-10+ years in enterprise SaaS or technology sales, with a strong track record in selling to utilities, energy, or public sector organizations.
• Demonstrated experience in enterprise software sales, with a history of managing complex, multi-stakeholder deals.
• Proven ability to build executive-level relationships and navigate large, complex organizations.
• Experience in land-and-expand strategies within portfolio account management.
• Strong background in ROI articulation and value-based selling for technology solutions.
• Excellent forecasting and pipeline management skills, with comfort handling quotas and revenue targets.
• Willingness to travel regionally within the United States for customer engagements and business development activities.
• Ability to work effectively in a hybrid-remote environment with minimal supervision.
• Commitment to representing Pano AI with professionalism in all customer and internal interactions.
• High ownership and accountability for long-term account growth and retention outcomes.
• Capacity to collaborate across internal teams to ensure customer success and product alignment.

Nice to have

• Experience with AI, IoT, or sensor-based monitoring platforms in enterprise environments.
• Background in wildfire, utilities, energy, or climate technology sectors.
• Familiarity with public sector or government selling cycles and procurement processes.
• Prior success in multi-year contract negotiations and expansion within existing accounts.
• Experience using data and analytics to drive sales decisions and stakeholder updates.

Practical notes

• US-based remote work is available for this role.
• Willingness to travel regionally within the United States is required.
• This position is full-time and aligned with standard working hours.
• Candidates must meet the eligibility and hard requirements as stated without exception.
• Applicants should be prepared to discuss long-term strategic planning and customer growth initiatives.
• The role involves frequent interaction with cross-functional teams to support customer needs.
• Professional representation of the company brand is essential in all external engagements.
• Forecasting accuracy and pipeline management will be key performance indicators.
• Success in this position will be measured by account expansion, retention, and realized ROI for customers.