Enterprise Account Executive – Federal

Pano AI

6d•Hybrid

About The Position

Pano AI is accelerating the adoption of advanced wildfire detection and situational awareness technology across the United States. We’re now expanding into the federal sector and seeking an Enterprise Account Executive to build and lead Pano’s federal presence—driving new business within key agencies such as the Bureau of Land Management (BLM), U.S. Department of Agriculture (USDA – Fire), and the Department of the Interior (DOI). This is a high-impact, market-making role focused on opening and growing Pano’s footprint across federal agencies that oversee land, energy, and emergency response. You’ll position our AI-powered platform as a mission-critical capability that strengthens national resilience, supports wildfire mitigation, and accelerates response. Success in this role means delivering meaningful revenue in year one, shaping a repeatable go-to-market motion for the federal space, and establishing trusted relationships at multiple levels across your assigned agencies.

Requirements

Experienced enterprise seller with 7–10+ years in SaaS, data, or technology-driven solutions; federal sales experience is a must have.
Past success engaging agencies such as DoD, DHS, DOE, DOI, or USDA.
Experience navigating long, regulated procurement cycles and complex multi-stakeholder deals.
Hands-on experience with capture and proposal processes—comfortable leading RFI/RFP responses end-to-end.
Track record of self-generated pipeline creation and consistent quota attainment.
Operate with structure, accountability, and transparency—no black boxes.
Strong communicator who can translate technical value into mission impact.
Collaborative, low-ego team player who thrives in a high-growth, cross-functional startup environment.
Persistent and proactive; equally capable of strategic pursuit planning and daily outbound.

Responsibilities

Build and grow Pano’s federal sales presence, with a focus on BLM, USDA Fire, and DOI.
Drive full-cycle enterprise pursuits—from opportunity shaping and capture through RFI/RFP response and post-award execution.
Engage key decision-makers across program, procurement, and executive levels to align Pano’s solutions with mission outcomes.
Translate complex technical and compliance requirements into clear value propositions tied to public-safety and operational ROI.
Differentiate Pano against entrenched competitors by positioning our platform as faster to deploy, data-driven, and field-proven.
Operate as a disciplined hunter—creating new opportunities while leveraging existing federal relationships and prior RFP traction.
Collaborate with internal teams (Product, Engineering, Marketing, and Capture Support) to tailor proposals and messaging for federal needs.
Represent the voice of the federal customer internally to help shape future roadmap and partnership strategy.
Maintain strong CRM hygiene, forecasting, and clear communication with leadership.