Account Executive, Pano AI
Utilities
$143.7k
+ Stock options
Early wildfire detection & monitoring
Be an early applicant
Early wildfire detection & monitoring
101-200 employees
Be an early applicant
$143.7k
+ Stock options
101-200 employees
Company mission
To give firefighters advanced tools to safeguard lives, communities, and the environment.
Role
Who you are
- The ideal candidate is a self-directed enterprise seller who thrives in open territories, builds relationships with executives across Operations and Risk, 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
- Experienced enterprise seller with 7–10+ years in SaaS, data, or technology-driven solutions, with proven success selling to utilities, energy, or critical infrastructure sectors
- 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
- 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 an Enterprise Account Executive to lead and grow the Utilities and Energy vertical in the United States
- This is a strategic, market-making role focused on building a new regional footprint for a proven platform
- You’ll translate complex climate resilience technology into measurable operational value for utilities, energy providers, and public-sector partners - earning credibility through insight, persistence, and performance
- Own and grow the Utilities and Energy vertical across the United States (Territory TBA)
- 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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