Sr. Account Executive, Public Sector - State and Local

Pano AI

8d • Hybrid

About The Position

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 East Coast. This is a high-impact role supporting public safety, emergency response, and climate resilience through advanced technology solutions.You will work closely with State Forestry officials, emergency management leaders, government affairs teams, state lobbyists, and state decision-makers who are actively shaping wildfire mitigation and disaster preparedness strategies. Your role will be essential in forging partnerships that bring cutting-edge fire intelligence capabilities to the public sector.

Requirements

• 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 regulated environments and long, multi-stakeholder sales cycles
• Strategic thinking and strong executive presence; comfort presenting to VP, COO, and C-level decision-makers
• Ability to thrive in early-stage, fast-paced environments with evolving processes
• Mission alignment: passionate about climate adaptation, public safety, and technology for good
• Based in or familiar with the East Coast.; travel up to 30%

Responsibilities

• Build and manage a growing pipeline of state and local customers located in the Central and Eastern time zones.
• 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 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

Benefits

• In addition to base salary, full-time roles are eligible for stock options.
• Our benefits package also includes comprehensive medical, dental, and vision coverage, a matching 401(k) plan, and flexible paid time off.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level