Senior Account Executive, Pano AI
Public Sector, Canada
CA$143k
+ Stock options
Travel up to 30%
Early wildfire detection & monitoring
Be an early applicant
Early wildfire detection & monitoring
101-200 employees
Be an early applicant
CA$143k
+ Stock options
Travel up to 30%
101-200 employees
Company mission
To give firefighters advanced tools to safeguard lives, communities, and the environment.
Role
Who you are
- Bachelor’s degree required; MBA or technical graduate degree preferred
- 8+ years of full-cycle enterprise sales experience, ideally in SaaS, infrastructure, IoT, or managed services
- Experience selling to or partnering with Federal, State and Local government
- Proven success navigating highly regulated environments and long, multi-stakeholder sales cycles
- Strategic thinking and strong executive presence; comfort presenting to VP, COO, and C-level decision-makers
- Ability to thrive in early-stage, fast-paced environments with evolving processes
- Mission alignment: passionate about climate adaptation, public safety, and technology for good
- Travel up to 30%
- Preference for someone based in or near Calgary
What the job involves
- The Role Pano AI is seeking a mission-driven and strategic Account Executive, Public Sector, to accelerate the adoption of our wildfire detection and situational awareness technology across state and local government agencies in Canada. This is a high-impact role supporting public safety, emergency response, and climate resilience through advanced technology solutions
- You will work closely with State Forestry officials, emergency management leaders, government affairs teams, state lobbyists, and state decision-makers who are actively shaping wildfire mitigation and disaster preparedness strategies. Your role will be essential in forging partnerships that bring cutting-edge fire intelligence capabilities to the public sector
- Build and manage a growing pipeline of state and local customers located in Canada
- Lead sales strategy and execution for public sector accounts, including State Forestry departments, emergency management agencies, departments of natural resources, and public safety organizations
- Lead the full sales cycle: from outbound prospecting and multi-stakeholder engagement through contracting and onboarding
- Work closely with our internal Government Affairs team and state lobbyists to navigate legislative and procurement pathways that support broader adoption
- Negotiate pricing, operational, and legal terms as part of multifaceted sales processes
- Drive strategic expansions within key accounts and identify regional go-to-market opportunities
- Represent Pano at public sector events, including wildfire summits, emergency management conferences, and state or regional planning forums
- Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success
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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