60 applicants

Company

Pano AI · 14 hours ago

Enterprise Account Executive - Utility and Energy

San Francisco, California

Full-time

Remote

Senior Level, Lead/Staff

$145K/yr - $165K/yr

8+ years exp

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Responsibilities

Develop and manage a growing pipeline across our utility & energy accounts

Leverage domain expertise to plan and execute sales tactics in the following areas: new business generation and prospecting, relationship development across multiple stakeholders, sales presentations, strategic pricing, and contract execution

Autonomously structure and negotiate new business relationships including key pricing, commercial, and operational terms as part of complex contracting processes

Manage senior-level relationships with prospects and customers - navigating diverse buying committees that include members from on-the-ground operators up to Board / C-level executives

When applicable spearhead expansion strategy into new geos and segments based on demand signals - lead discovery on overall market opportunity, connect Pano value prop with quantifiable pain points (why Pano, why ever, why now), perform analysis on competitive landscape, technology / service partner ecosystem, regulatory environment, and localized selling motion

Partner with internal stakeholders in Sales, Marketing, Product, Operations, and Finance

Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Enterprise SalesTechnology Sales ExperienceAccount ManagementMulti-Stakeholder ManagementClimate Tech KnowledgeStrategic ThinkingSales PresentationsRelationship Development

Required

Bachelor’s degree strongly preferred, Graduate degree preferred (MBA, Economics, Finance)

8+ years technology sales experience or similar in enterprise software, managed services, cloud computing services, or networking & infrastructure

Full-cycle Sales experience from sourcing to nurture to close with proven playbook of quick lands and faster wall-to-wall expands

Demonstrated ability to think strategically and creatively about customer priorities and technical challenges, while aligning to a compelling solution

Must be comfortable defining a way forward as an early ambassador in a still nascent and new market - you’ve seen the maturation of a market from selling to innovators and early adopters to late-movers

Exceptional communication skills, both verbal and written, in particular at the executive level

Track record of multi-stakeholder management and ability to sell into highly matrixed organizations

Highly competitive, quick learner, extremely adaptive, and pride yourself on exceeding production goals

Strong organizational skills across multiple simultaneous opportunities

The ideal candidate will be passionate about environment issues and have a close affinity for the environment

Travel up to 40%

Preferred

Located in Western US or Midwest preferred

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 up-to-the-minute intelligence to quickly mitigate wildfire threats while protecting lives, property, and the environment.

Founded in 2019

San Francisco, California, USA

11-50 employees