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: Pano AI is a 90-person growth stage start-up, headquartered in San Francisco, that is 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. Fast Company named Pano AI one of the Top 10 most innovative companies in AI of 2023. Pano AI has also been featured in the Wall Street Journal, Bloomberg, NBC News, and a national TV commercial produced by strategic partner T-Mobile. With dozens of government and enterprise customers, its reach extends across 10 states in the U.S., five states in Australia, and BC, Canada, helping protect more than 20 million acres of land. Backed by $45M in venture capital funding, investors include Congruent Ventures, Initialized Capital, Salesforce Ventures, T-Mobile Ventures, and Valor Equity Partners. Learn more at https://www.pano.ai/. We’re hiring an Enterprise Account Executive – Utilities* to join our Go-To-Market team, with a focus on utility accounts in the Northeast U.S. (including but not limited to New Jersey, New York, Pennsylvania, Massachusetts, and Connecticut). ). You will work closely with investor-owned utilities, municipal utilities, and electric cooperatives that are actively planning for grid resilience and wildfire mitigation. You’ll play a pivotal role in accelerating the adoption of Pano’s wildfire detection system in a region that is quickly waking up to the reality of climate-driven fire risk. From onboarding early adopters to guiding enterprise-level deployments, your efforts will help shape one of the most impactful public safety technologies in the country. This role is ideal for a strategic, mission-driven sales professional with experience in enterprise technology sales and a strong grasp of the regulatory and operational landscape of utilities and energy providers in the Northeast. *(Candidates must be located in the Northeast)
What you'll do
Build and manage a growing pipeline of utility and energy customers across the Northeast
Lead the full sales cycle: from outbound prospecting and multi-stakeholder engagement through contracting and onboarding
Align Pano’s solution to complex utility priorities: safety, regulatory compliance, ESG, and wildfire mitigation
Negotiate pricing, operational, and legal terms as part of multifaceted enterprise sales processes
Drive strategic expansions within key accounts and identify regional go-to-market opportunities
Develop a deep understanding of local market dynamics: PUC expectations, vegetation management policies, wildfire mitigation plans (WMPs), and IOU/DPU relationships
Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success
What you'll bring
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 utilities, especially in the Northeast
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 Northeast U.S.; travel up to 30%
Final salary offered is based upon multiple factors, including individual job-related qualifications, education, experience, knowledge, skills and location. In addition to salary, this position is also eligible for stock options. We offer comprehensive health insurance, paid time off, and 401k 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.
