Pano AI
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Enterprise Account Executive – Federal
role at
Pano AI
About Pano : We are a 100+ person growth‑stage, hybrid‑remote start‑up headquartered in San Francisco, specializing in early wildfire detection and situational awareness. Pano AI combines advanced hardware, software, and artificial intelligence into a web‑based platform that delivers real‑time intelligence from ultra‑high‑definition, 360‑degree cameras and satellite feeds.
About the Role : We’re expanding into the federal sector and seeking an
Enterprise Account Executive
to build and lead Pano’s federal presence—driving new business within key agencies such as the Bureau of Land Management (BLM), U.S. Department of Agriculture (USDA – Fire), and the Department of the Interior (DOI). This high‑impact, market‑making role will position our AI‑powered platform as a mission‑critical capability that strengthens national resilience, supports wildfire mitigation, and accelerates response.
What You’ll Do
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 RFI/RFP response through 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 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.
Who You Are
Experienced enterprise seller with 7–10+ years in SaaS, data, or technology‑driven solutions; federal sales experience is a must.
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.
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 activities.
Compensation Base salary: $145,000 – $150,000 per year OTE: $290,000 – $300,000 Eligible for stock options and comprehensive benefits.
Equal Opportunity 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.
Recruitment Tools We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans.
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Enterprise Account Executive – Federal
role at
Pano AI
About Pano : We are a 100+ person growth‑stage, hybrid‑remote start‑up headquartered in San Francisco, specializing in early wildfire detection and situational awareness. Pano AI combines advanced hardware, software, and artificial intelligence into a web‑based platform that delivers real‑time intelligence from ultra‑high‑definition, 360‑degree cameras and satellite feeds.
About the Role : We’re expanding into the federal sector and seeking an
Enterprise Account Executive
to build and lead Pano’s federal presence—driving new business within key agencies such as the Bureau of Land Management (BLM), U.S. Department of Agriculture (USDA – Fire), and the Department of the Interior (DOI). This high‑impact, market‑making role will position our AI‑powered platform as a mission‑critical capability that strengthens national resilience, supports wildfire mitigation, and accelerates response.
What You’ll Do
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 RFI/RFP response through 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 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.
Who You Are
Experienced enterprise seller with 7–10+ years in SaaS, data, or technology‑driven solutions; federal sales experience is a must.
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.
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 activities.
Compensation Base salary: $145,000 – $150,000 per year OTE: $290,000 – $300,000 Eligible for stock options and comprehensive benefits.
Equal Opportunity 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.
Recruitment Tools We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans.
#J-18808-Ljbffr