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Pano AI · 2 months ago

Enterprise Account Executive – Federal

United States

Full-time

Remote

Senior Level

$145K/yr - $150K/yr

7+ years exp

Pano AI is a growth-stage hybrid-remote start-up focused on advanced wildfire detection and intelligence. They are seeking an Enterprise Account Executive to build and lead their federal sales presence, driving new business within key agencies to enhance wildfire response capabilities.

Artificial Intelligence (AI)HardwarePublic SafetySoftware

Responsibilities

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

Qualification

Federal sales experienceSaaS solutionsCaptureProposal processesTechnical value translationPipeline creationCommunicatorPersistentProactiveCollaborative team player

Required

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

Benefits

Comprehensive health insurance

Paid time off

401k

Stock options

Comprehensive medical, dental, and vision insurance

Matching 401(k) plan

Unlimited paid time off

Company

Pano AI

Pano AI (Pano) is the leader in early wildfire detection and intelligence, providing government, utilities, insurers, and private landowners with advanced tools and realtime situational awareness to quickly mitigate wildfire threats while protecting lives, property, and the environment.

Founded in 2019

San Francisco, California, USA

51-200 employees