Head of Public Sector

Pano AI

4d•Hybrid

About The Position

Pano AI is seeking an experienced Head of Public Sector Sales to lead full-cycle sales initiatives with new and existing accounts within the public sector (federal, state, and local) during an exciting early growth phase. The ideal candidate will be driven, well-versed in climate tech, safety, and/or disaster relief, passionate about supporting government agencies in addressing the growing threat of wildfires, and capable of navigating the complexities of public sector sales. This role involves developing and executing strategies to engage with government agencies at all levels, working closely 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 the company's early-stage success while addressing a critical environmental issue.

Requirements

10+ years of Public Sector and technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, and/or cloud computing services.
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 different public sector market segments (federal, state, and local).
Excellent writing and verbal skills with 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, ability to ramp quickly, extremely adaptive, high sense of urgency, and pride in exceeding production goals.
Strong bias towards coaching and development of the team.
Travel expectations of 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 within complex contracting processes.
Apply government contracting expertise to ensure Pano is best positioned for contracting at all government levels.
Collaborate with the Government Affairs VP to develop and execute lobbying strategies for long-term business opportunities.
Manage senior-level relationships with customers and key partners.
Utilize domain expertise to plan and execute sales tactics, including territory planning, prospecting, proposal development, RFP responses, relationship development, pricing, presentations, negotiations, and contract execution.
Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and identify expansion opportunities.
Partner with internal stakeholders (Sales, Marketing, Product, Operations, Finance) to assess the competitive landscape and technologies, refining product, GTM, service, and support strategies for the Public Sector vertical.
Ensure swift execution of new Pano Station installations during the pre-fire season purchasing window by partnering with the internal ops team and facilitating customer operations, often in parallel with contract closing.