Enterprise Account Executive, Pano AI

Public Sector, State and Local

$290-320k

OTE

$140-155k

BASE

In addition to salary, this position is also eligible for stock options

Senior and Expert level

San Francisco Bay Area

More information about location

Early wildfire detection & monitoring

Be an early applicant

Early wildfire detection & monitoring

101-200 employees

B2BArtificial IntelligenceComputer VisionMachine LearningSaaSData AnalysisEnvironmental

Be an early applicant

$290-320k

OTE

$140-155k

BASE

In addition to salary, this position is also eligible for stock options

Senior and Expert level

San Francisco Bay Area

More information about location

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

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
Based in or familiar with the West Coast.; travel up to 30%

What the job involves

Pano AI is seeking a mission-driven and strategic Enterprise Account Executive, Public Sector to accelerate the adoption of our wildfire detection and situational awareness technology across state and local government agencies in the West Coast. 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 the Central and Eastern time zones
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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