Head of Public Sector Sales

Pano AI

11d•$216,400 - $216,400•Hybrid

About The Position

Pano AI is seeking an experienced Head of Public Sector Sales to drive full-cycle sales initiatives with new and existing accounts within the public sector (federal, state, and local) during an exciting early growth phase of the business. The ideal candidate will be driven, well-versed in climate tech, safety, and/or disaster relief, passionate about supporting government agencies to address the growing threat of wildfires, and able to navigate the complexities of public sector sales. This role focuses on developing and executing strategies to work with government agencies at all levels, collaborating with the North America VP of Sales and the broader Go-To-Market team. The position is crucial for setting the future trajectory of the commercial team and contributing to early-stage success for Pano AI while addressing a meaningful and urgent issue.

Requirements

10+ years of Public Sector and technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, and/or cloud computing services, etc.
5+ years of sales leadership experience, with a focus on building and scaling sales organizations.
Demonstrated ability to think strategically about aligning go-to-market strategies to the varying needs of the different segments of the public sector market (federal, state, and local).
Excellent writing and verbal skills with an attention to organization, detail, and quality presentation.
A track record of navigating multi-stakeholder and complex sales cycles, with an emphasis on engagement at the executive level.
Highly competitive, ramp quickly, extremely adaptive, high sense of urgency, and pride yourself on exceeding production goals.
Strong bias towards coaching and development of your team.
Travel expectations at least 25%.

Responsibilities

Lead and scale the Public Sector sales organization, driving revenue within both new and existing accounts.
Develop go-to-market strategies to access all levels of government (federal, state, and local).
Structure and negotiate new business relationships including key pricing, commercial, and operational terms as part of complex contracting processes.
Bring government contracting expertise to ensure Pano is best situated to contract at all levels of the government.
Work closely with the Government Affairs VP (and broader team) to develop and execute against lobbying strategies to create long-term business opportunities.
Manage senior-level relationships with customers and key partners.
Leverage domain expertise to plan and execute sales tactics in territory planning, prospecting, proposal development and RFP responses, relationship development, pricing, presentation and delivery, negotiations, closing and executing contracts.
Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities.
Partner with internal stakeholders in Sales, Marketing, Product, Operations, and Finance to own an assessment of the competitive landscape and technologies to help formulate and refine product/ GTM/ service/ support strategies unique to the Public Sector vertical.
Ensure swift execution of new Pano Station installations during a challenging short pre-fire season purchasing window, by partnering closely with the internal ops team and facilitating necessary actions with customer operations teams, often in parallel with closing the contract.