Head of Public Sector Sales

About the role

The hire will own the development and execution of public sector sales strategies that directly support the mission of combating the growing wildfire crisis using advanced AI and IoT capabilities. They will lead and scale the Public Sector sales organization, driving revenue within both new and existing accounts across federal, state, and local government entities. This role requires a deep understanding of climate tech, safety, and disaster relief to effectively communicate the value of Pano AI's detection and intelligence platform to government stakeholders. The position holder will navigate the complexities of public sector sales, ensuring that Pano AI is positioned to meet the stringent requirements and contracting processes of government agencies. They will bring contracting expertise to secure agreements at all levels of government and work closely with the Government Affairs team to develop and execute lobbying strategies. The role involves managing senior-level relationships with customers and key partners to build long-term trust and create sustainable business opportunities. Ultimately, this role will set the strategic trajectory for Pano AI's commercial public sector business during an early growth phase.

Key facts

What you'll do

• Lead and scale our Public Sector sales organization, driving revenue within both new and existing accounts.
• Develop go-to-market strategies to access all levels of government, including federal, state, and local agencies.
• Structure and negotiate new business relationships, including key pricing, commercial, and operational terms as part of complex contracting processes.
• Bring government contracting expertise to ensure Pano AI is best situated to contract at all levels of the government.
• Work closely with our Government Affairs VP to develop and execute against lobbying strategies that create long-term business opportunities.
• Manage senior-level relationships with customers and key partners to foster collaboration and trust.
• Leverage data and insights from our AI-powered platform to tailor solutions that address the specific needs of public sector clients.
• Collaborate with the North America VP of Sales and the broader Go-To-Market team to align strategies across verticals, including utilities and private landowners.
• Contribute to the growth of Pano AI's public sector pipeline by identifying new opportunities and driving deal closure.
• Ensure alignment with the company's mission to provide real-time situational awareness and actionable intelligence for wildfire response.
• Support the development of case studies and success stories that highlight the impact of Pano AI's technology on public sector outcomes.
• Represent Pano AI in industry forums and discussions related to wildfire detection, AI, and IoT solutions for public safety.

Requirements

The candidate must possess a Bachelor's degree or equivalent practical experience in a relevant field such as public sector sales, climate technology, or emergency management. They must have a proven track record of success in public sector sales, with at least 8 years of experience in selling to government agencies at federal, state, and local levels. The candidate must demonstrate in-depth knowledge of government contracting processes, including RFP development, procurement procedures, and compliance requirements. They must have a history of building and managing long-term relationships with senior government officials and stakeholders. The candidate must be well-versed in climate tech, safety, and/or disaster relief sectors, with a clear passion for addressing wildfire threats. They must be able to navigate the complexities of public sector sales cycles and decision-making processes. The candidate must have strong negotiation and contract structuring skills to secure favorable terms for Pano AI. They must be comfortable working in a hybrid-remote environment and collaborating with cross-functional teams across North America and Australia. The candidate must be committed to Pano AI's mission of helping communities become more resilient to wildfire through innovative technology. They must have excellent communication and presentation skills to articulate the value of our platform to government leaders. The candidate must be able to travel domestically for client meetings and industry events as required.

Nice to have

Preferred experience with wildfire detection, AI, and IoT technologies in public sector contexts. Familiarity with federal funding programs and grants related to wildfire mitigation. Knowledge of specific government agencies such as BLM, USFS, and DoD wildfire programs. Experience with Salesforce or similar CRM platforms for public sector sales management. Understanding of international wildfire markets, particularly in Australia and Canada.

Practical notes

This role is full-time and requires domestic travel within the United States for client meetings, stakeholder engagements, and industry events. Candidates must be eligible to work in the United States without sponsorship. The position is remote-capable but may require occasional travel to Pano AI offices and customer sites. Visa sponsorship is not available for this role.