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Enterprise Account Executive – Federal
2 weeks ago
The problem: Every minute matters in fire response. As climate change amplifies the intensity of wildfires—with longer fire seasons, drier 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 100+ 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 is on TIME's list of the 100 Most Influential Companies of 2025 MIT Technology Review listed Pano as one of the top 15 climate tech companies to watch in 2024, and Fast Company named Pano AI one of the Top 10 most innovative companies in AI of 2023. We've also been featured in the Wall Street Journal, Bloomberg, and CNBC News. Pano AI's dozens of government and enterprise customers span 16 states in the U.S., five states in Australia, and BC, Canada, and we are currently monitoring over 30 million acres of land. Pano AI has raised $89M in venture capital funding from Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures. Learn more at
About 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.
- 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
Pano is an equal opportunity employer committed to recruiting and supporting our team-members regardless of where they come from. We do not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
