Enterprise Account Executive – Federal at Pano AI

Washington, District of Columbia, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Climate Tech, AI, Public Safety, Wildfire ManagementIndustries

Requirements

Experience building and growing sales presence in the federal sector, particularly with agencies like BLM, USDA Fire, and DOI
Proven track record in full-cycle enterprise sales pursuits, including opportunity shaping, capture, RFI/RFP response, and post-award execution
Ability to engage key decision-makers at program, procurement, and executive levels
Skill in translating complex technical and compliance requirements into clear value propositions tied to public-safety and operational ROI
Capability to differentiate against competitors by positioning solutions as faster to deploy, data-driven, and field-proven
Disciplined hunter mindset for creating new opportunities while leveraging existing federal relationships and RFP traction
Strong collaboration skills with internal teams (Product, Engineering, Marketing, and Capture Support)

Responsibilities

Build and grow Pano’s federal sales presence, focusing 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 the 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 solutions

Skills

Key technologies and capabilities for this role

Enterprise SalesFederal SalesAccount ManagementB2G SalesSaaS SalesCRMSalesforcePublic Sector Sales

Questions & Answers

Common questions about this position

Is this position remote?

Yes, this is a full-time remote position.

What is the salary or compensation for this role?

This information is not specified in the job description.

What skills are needed for the Enterprise Account Executive role?

The role requires experience in selling to federal agencies such as BLM, USDA Fire, and DOI, with skills in positioning AI-powered platforms for mission-critical applications in land management, energy, emergency response, wildfire mitigation, and national resilience.

What is the company culture like at Pano AI?

Pano AI is a 100+ person growth-stage hybrid-remote startup headquartered in San Francisco, recognized as a leader in early wildfire detection with a mission-driven focus on helping fire professionals respond faster and safer.

What makes a strong candidate for this Enterprise Account Executive position?

A strong candidate has experience driving new business in the federal sector, particularly with agencies like BLM, USDA, and DOI, and can effectively position AI technology for high-impact applications in wildfire response and national resilience.

Pano AI

AI-powered wildfire detection platform

About Pano AI

Pano.ai specializes in fire detection and prevention through its platform, Pano Rapid Detect, which uses artificial intelligence and advanced visual technology to identify wildfires at their earliest stages. The system integrates data from ultra-high-definition cameras, geo satellite data, and field sensors, providing fire professionals with real-time information to enhance their response efforts. Pano.ai stands out by combining multiple data sources and advanced technology, offering a comprehensive solution for fire departments and first responders. The company's goal is to improve wildfire detection and response capabilities, ultimately reducing the impact of wildfires on communities.

San Francisco, CaliforniaHeadquarters

2019Year Founded

$43.8MTotal Funding

EARLY_VCCompany Stage

Government & Public Sector, AI & Machine LearningIndustries

51-200Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Unlimited Paid Time Off

401(k) Retirement Plan

401(k) Company Match

Stock Options

Paid Vacation

Risks

Competition from tech giants like Microsoft threatens Pano AI's market share.

High operational costs from continuous surveillance may impact profitability.

Privacy concerns over high-definition cameras could lead to regulatory challenges.

Differentiation

Pano AI uses AI and advanced visual equipment for early wildfire detection.

Pano Rapid Detect platform integrates data from cameras, satellites, and sensors.

Pano AI's technology provides real-time information to fire professionals and first responders.

Upsides

Pano AI named to MIT's 2024 Climate Tech Companies to Watch list.

Partnerships with utilities like Austin Energy enhance wildfire monitoring capabilities.

Expansion into Australia creates the largest blaze-detecting network in the country.

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