Senior Enterprise Account Executive - Public Sector

Help us tackle the growing wildfire crisis with the latest advancements in AI and IoT

The challenge:
Every minute matters in wildfire response. As climate change increases the frequency and intensity of wildfires—with longer fire seasons, drier fuels, and more extreme weather—new ignitions can spread rapidly, putting communities, critical infrastructure, and ecosystems at risk.

Today, many wildfires are first reported by members of the public, meaning it can take valuable time to detect a fire, confirm its location and size, and mobilize responders. Fire agencies need faster, more reliable ways to detect, verify, and pinpoint new ignitions so they can respond quickly and prevent small fires from becoming catastrophic events.

Pano AI is the leader in AI-powered wildfire detection and intelligence, helping fire professionals detect, respond to, and contain wildfires faster and more safely. Our platform combines advanced hardware, software, artificial intelligence, satellite imagery, and other data sources to provide real-time situational awareness and actionable intelligence. Using a network of ultra high-definition, 360-degree cameras positioned across high-vantage points, Pano AI delivers a real-time view of wildfire activity, enabling faster, more informed decision-making when every second counts.

We are a team of more than 175 people working in a hybrid-remote environment across North America and Australia, with headquarters in San Francisco. Our customers include government agencies, utilities, insurers, and private landowners who rely on Pano AI to help protect people, property, and natural landscapes.

Pano AI currently serves customers across the United States, Australia, and Canada, monitoring more than 50 million acres worldwide.

Our work has been recognized by Fast Company as one of the Top 10 Most Innovative AI Companies in 2023 and one of the Worlds Most Innovative Companies in 2026, ranking #1 in Sustainability. We have also been named to TIMEs list of the 100 Most Influential Companies of 2025 and recognized by MIT Technology Review as one of the top climate technology companies to watch.

Backed by $89 million in funding from leading investors including Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures, we’re building technology that helps communities around the world become more resilient to wildfire.

Learn more o.ai.

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.

• Build and manage a growing pipeline of State and Local customers
• 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 enterprise 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

• 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…