Enterprise Account Executive, Pano AI

Utilities

$153.2k

Offers Equity + Commission

Senior and Expert level

Remote from US

Travel up to 30%

Early wildfire detection & monitoring

Open for applications

Early wildfire detection & monitoring

101-200 employees

B2BArtificial IntelligenceComputer VisionMachine LearningSaaSData AnalysisEnvironmental

Open for applications

$153.2k

Offers Equity + Commission

Senior and Expert level

Remote from US

Travel up to 30%

101-200 employees

B2BArtificial IntelligenceComputer VisionMachine LearningSaaSData AnalysisEnvironmental

Company mission

To give firefighters advanced tools to safeguard lives, communities, and the environment.

Job

Company

Role

Who you are

Experienced enterprise seller with 7–10+ years in SaaS, enterprise software, managed services, cloud computing services, or networking & infrastructure
Skilled in navigating complex enterprise sales involving multiple decision layers and extended timelines
Demonstrated history of self-generated pipeline creation and disciplined forecasting
Exceptional communication and presentation skills across executive audiences
Travel: based on the East Coast and willing to travel up to 30%
Adept at building trust, educating prospects, and connecting mission-driven storytelling to ROI
Operate with structure, accountability, and data-driven habits—no black boxes
Comfortable working autonomously in a fast-moving, cross-functional startup environment
Persistent and optimistic—able to open markets, not just close inbound demand

What the job involves

Pano AI is accelerating the adoption of advanced wildfire detection and situational awareness technology across the United States
As we expand into new markets, we’re seeking a strategic Enterprise Account Executive to lead and grow sales initiatives in both new and existing verticals during an exciting growth phase of the business
You’ll translate complex climate resilience technology into measurable operational value, earning credibility through insight, persistence, and performance
The ideal candidate is a self-directed enterprise seller who thrives in open territories, builds relationships with executives, and consistently advances multi-stakeholder deals through long sales cycles
Success in this role establishes the foundation for national-level impact as Pano continues to scale
Own and grow the Utilities and Energy vertical across the United States States
Build a sustainable, predictable sales motion that drives qualified pipeline and closed enterprise contracts
Manage complex, multi-stakeholder deals (12–18 months typical) with rigor, persistence, and transparency
Translate Pano’s AI-powered wildfire detection platform into clear operational and financial ROI for utilities and energy leaders
Develop and execute a territory plan, including target accounts, outreach cadence, and regional engagement strategy
Prospect and build demand independently—educating the market and shaping awareness in a newer region
Collaborate closely with RevOps, Solutions Consulting, and Marketing to align GTM execution and ensure visibility
Maintain disciplined CRM hygiene, forecasting accuracy, and communication cadence with leadership

Our take

With wildfires becoming an increasing concern across the globe, Pano AI has leveraged innovations in AI and computer vision technology to create an early warning and response system for the destructive phenomenon.

Using high-definition, remote-controllable cameras, its hardware is placed within forests, where it can be human-operated or work passively in scanning mode. The video feed is then analyzed by AI, which alerts authorities if it picks up smoke or fire.

At present, Pano AI is monitoring millions of acres of land. It has enjoyed substantial funding for its technology, has a partnership with T Mobile to utilize its 5G network, and has already helped to mitigate environmental disasters by delivering alerts before the first 911 call.

Steph

Company Specialist at Welcome to the Jungle

Company

Funding (last 2 of 4 rounds)

Jun 2025

$44m

SERIES B

Jul 2023

$17m

EARLY VC

Total funding: $89m

Company HQ

SoMa, San Francisco, CA

Leadership

Sonia Kastner

(Co-Founder & CEO)

Previously Vice President of Supply Chain at PAX and a Global Supply Manager at Nest.

Arvind Satyam

(Co-Founder & CCO)

Currently Growth Advisor at CoMotion and Young Global Leader at World Economic Forum and Board Member at NewCities. Previously Venture Partner at OzoneX Ventures.

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