Enterprise Account Executive - Utilities

Pano AI

8d•$153,200 - $153,200•Hybrid

About The Position

Pano AI is accelerating the adoption of advanced wildfire detection and situational awareness technology across the United States. As we continue to scale, we’re seeking an Enterprise Account Executive to develop and expand strategic relationships within the Utilities and Energy vertical. This is a relationship-first, expansion-focused role responsible for growing long-term partnerships across a portfolio of utilities, energy providers, and public-sector stakeholders. You’ll work closely with customers to drive adoption, expand use cases, and deliver measurable operational value over time. The ideal candidate excels at navigating complex organizations, building executive trust, and growing accounts through multi-year engagement strategies. Success in this role comes from deep customer understanding, consistent value delivery, and the ability to expand footprint within existing and adjacent accounts.

Requirements

7–10+ years in enterprise SaaS or technology sales, with a strong track record of account growth, retention, and expansion
Experience managing large, complex accounts over multi-year sales cycles, ideally in utilities, energy, or critical infrastructure
Proven ability to build executive relationships and expand across business units
Skilled in account planning, deal strategy, and navigating multi-threaded organizations
Strong commercial acumen with the ability to tie product adoption to measurable business outcomes
Highly collaborative—comfortable working cross-functionally to support long-term customer success
Structured and data-driven in forecasting and account management
Willingness to travel up to 30%

Responsibilities

Own and grow a portfolio of strategic accounts within the Utilities and Energy vertical
Build long-term account plans that drive expansion, retention, and multi-year contract growth
Deepen relationships across Operations, Risk, and executive stakeholders to increase product adoption and account penetration
Identify and execute on expansion opportunities, including new regions, use cases, and business units
Partner with customers to quantify and communicate ongoing ROI, ensuring continued investment and renewal
Manage complex, multi-stakeholder engagements with a focus on land-and-expand motions
Collaborate with Customer Success, Solutions Consulting, and Marketing to deliver a cohesive customer experience
Maintain strong forecasting discipline across renewals, expansions, and pipeline visibility
Act as the voice of the customer internally, influencing product and GTM strategy