Enterprise Account Executive – Federal

Job description

HELP US TACKLE THE GROWING WILDFIRE CRISIS WITH THE LATEST ADVANCEMENTS IN AI AND IOT WHO WE ARE The problem: Every minute matters in fire response. As climate change amplifies the intensity of wildfires—with longer fire seasons, dryer fuels, and faster winds—new ignitions spread faster and put more communities at risk. Today, most wildfires are detected by bystanders and reported via 911, meaning it can take hours to detect a fire, verify its exact location and size, and dispatch first responders. Fire authorities need a faster way to detect, confirm, and pinpoint fires so that they can quickly respond—preventing small flare-ups from becoming devastating infernos. About Pano: We are a 175+ person growth-stage hybrid-remote start-up, headquartered in San Francisco. We are the leader in early wildfire detection and intelligence, helping fire professionals respond to fires faster and more safely—with the right equipment, timely information, and enhanced coordination—so that they can stop a new ignition before it grows. Pano AI combines advanced hardware, software, and artificial intelligence into an easy-to-use, web-based platform. Leveraging a network of ultra-high-definition, 360-degree cameras atop high vantage points, as well as satellite and other data feeds, Pano AI produces a real-time picture of threats in a geographic region and delivers immediate, actionable intelligence. Pano AI has been recognized by Fast Company as one of the Top 10 Most Innovative AI Companies in 2023, https://www.fastcompany.com/90846670/most-innovative-companies-artificial-intelligence-2023 and as one of the Top 50 Most Innovative Companies of 2026 https://www.fastcompany.com/91502951/pano-ai-most-innovative-companies-2026—ranking #1 in the Sustainability category. The company was also named to TIME’s https://www.linkedin.com/company/time/ list of the 100 Most Influential Companies of 2025 https://time.com/collections/time100-companies-2025/7289577/pano-ai/ and identified by MIT Technology Review as one of the top 15 climate tech companies to watch in 2024. https://www.technologyreview.com/2024/10/01/1104375/2024-climate-tech-companies-pano-ai-fire-detecting-ai/ Pano AI has been featured in leading publications, including The Wall Street Journal, https://www.wsj.com/articles/ai-wildfire-detection-startup-raises-44-million-2d662b00?mod=venture-capital_feat1_new-money_pos1Bloomberg, https://www.bloomberg.com/news/articles/2025-01-21/la-fires-bolster-investment-case-for-climate-adaptation-technology and CNBC. https://www.cnbc.com/video/2024/11/18/ai-helping-to-fight-wildfires.html The company serves dozens of government and enterprise customers across 16 U.S. states, five Australian states, and British Columbia, Canada, and currently monitors more than 50 million acres of land worldwide. It has raised $89 million in venture capital https://techcrunch-com.cdn.ampproject.org/c/s/techcrunch.com/2023/07/10/pano-series-a-extension/amp/ from investors including Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures. Learn more at https://www.pano.ai/. THE ROLE 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. WHAT YOU'LL DO - 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, consistent forecasting, and clear communication with leadership. WHAT YOU’LL BRING - 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 Final compensation for full-time employees is determined by a variety of factors, including job-related qualifications, education, experience, skills, knowledge, and geographic location. 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.