Enterprise Account Executive (Utilities)

Join Pano AI, a company dedicated to advancing wildfire detection and situational awareness technology. As an Enterprise Account Executive, you will lead sales initiatives in the Utilities and Energy vertical across the United States. You will translate complex climate resilience technology into measurable operational value, manage complex multi-stakeholder deals, and develop and execute a territory plan. The ideal candidate has 7-10+ years of experience in SaaS or enterprise software sales, exceptional communication skills, and a track record of self-generated pipeline creation.

• Own and grow the Utilities and Energy vertical across the United States, building a sustainable sales motion that drives qualified pipeline and closed enterprise contracts.
• Manage complex, multi-stakeholder deals (12–18 months typical) with rigor, persistence, and transparency, translating Pano’s AI-powered wildfire detection platform into clear operational and financial ROI.
• Develop and execute a territory plan, including target accounts, outreach cadence, and regional engagement strategy, while collaborating closely with RevOps, Solutions Consulting, and Marketing.
• Travel: based on the East Coast and willing to travel up to 30%
• Demonstrated history of self-generated pipeline creation and disciplined forecasting
• Comfortable working autonomously in a fast-moving, cross-functional startup environment
• Exceptional communication and presentation skills across executive audiences
• Persistent and optimistic—able to open markets, not just close inbound demand
• Skilled in navigating complex enterprise sales involving multiple decision layers and extended timelines
• Experienced enterprise seller with 7–10+ years in SaaS, enterprise software, managed services, cloud computing services, or networking & infrastructure
• Adept at building trust, educating prospects, and connecting mission-driven storytelling to ROI
• Operate with structure, accountability, and data-driven habits—no black boxes