Enterprise Account Executive - Utilities

Help us tackle the growing wildfire crisis with the latest advancements in AI and IoT

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: We are a 175+ 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 has been recognized by Fast Company as one of the Top 10 Most Innovative AI Companies in 2023, and as one of the Top 50 Most Innovative Companies of 2026—ranking #1 in the Sustainability category. The company was also named to TIME’s list of the 100 Most Influential Companies of 2025 and identified by MIT Technology Review as one of the top 15 climate tech companies to watch in 2024. Pano AI has been featured in leading publications, including The Wall Street Journal, Bloomberg, and CNBC.

The company serves dozens of government and enterprise customers across 16 U.S. states, five Australian states, and British Columbia, Canada, and currently monitors more than 50 million acres of land worldwide. It has raised $89 million in venture capital from investors including Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures. Learn more at https://www.pano.ai/.

The Role

Pano AI is accelerating the adoption of advanced wildfire detection and situational awareness technology across the United States. As we continue to scale, we’re seeking an Enterprise Account Executive to develop and expand strategic relationships within the Utilities and Energy vertical.

This is a relationship-first, expansion-focused role responsible for growing long-term partnerships across a portfolio of utilities, energy providers, and public-sector stakeholders. You’ll work closely with customers to drive adoption, expand use cases, and deliver measurable operational value over time.

The ideal candidate excels at navigating complex organizations, building executive trust, and growing accounts through multi-year engagement strategies. Success in this role comes from deep customer understanding, consistent value delivery, and the ability to expand footprint within existing and adjacent accounts.

What you’ll do

• Own and grow a portfolio of strategic accounts within the Utilities and Energy vertical

• Build long-term account plans that drive expansion, retention, and multi-year contract growth

• Deepen relationships across Operations, Risk, and executive stakeholders to increase product adoption and account penetration

• Identify and execute on expansion opportunities, including new regions, use cases, and business units

• Partner with customers to quantify and communicate ongoing ROI, ensuring continued investment and renewal

• Manage complex, multi-stakeholder engagements with a focus on land-and-expand motions

• Collaborate with Customer Success, Solutions Consulting, and Marketing to deliver a cohesive customer experience

• Maintain strong forecasting discipline across renewals, expansions, and pipeline visibility

• Act as the voice of the customer internally, influencing product and GTM strategy

What you’ll bring

• 7–10+ years in enterprise SaaS or technology sales, with a strong track record of account growth, retention, and expansion

• Experience managing large, complex accounts over multi-year sales cycles, ideally in utilities, energy, or critical infrastructure

• Proven ability to build executive relationships and expand across business units

• Skilled in account planning, deal strategy, and navigating multi-threaded organizations

• Strong commercial acumen with the ability to tie product adoption to measurable business outcomes

• Highly collaborative—comfortable working cross-functionally to support long-term customer success

• Structured and data-driven in forecasting and account management

• Willingness to travel up to 30%

Final compensation for regular full-time employees is determined by a variety of factors, including job-related qualifications, education, experience, skills, knowledge, and geographic location. In addition to base salary, regular full-time roles are eligible for equity. Benefits are tailored to local market standards and statutory requirements in the employee's country of employment, and may include health coverage, retirement or pension contributions, and paid time off. Specific benefit details will be shared during the interview process.