Enterprise Account Executive - Utility and Energy (East Coast) at Pano AI

Washington, District of Columbia, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Utilities, Energy, Climate TechIndustries

Requirements

Self-directed enterprise seller who thrives in open territories
Experience building relationships with executives across Operations and Risk
Ability to consistently advance multi-stakeholder deals through long sales cycles (12–18 months typical)
Proven ability to translate complex climate resilience technology into measurable operational value

Responsibilities

Own and grow the Utilities and Energy vertical across the Northeast region (MA, NY, NJ, CT, PA, RI)
Build a sustainable, predictable sales motion that drives qualified pipeline and closed enterprise contracts
Manage complex, multi-stakeholder deals with rigor, persistence, and transparency
Translate Pano’s AI-powered wildfire detection platform into clear operational and financial ROI for utilities and energy leaders
Develop and execute a territory plan, including target accounts, outreach cadence, and regional engagement strategy
Prospect and build demand independently—educating the market and shaping awareness in a newer region
Collaborate closely with RevOps, Solutions Consulting, and Marketing to align GTM execution and ensure visibility
Maintain disciplined CRM hygiene, forecasting accuracy, and transparency

Skills

Key technologies and capabilities for this role

Enterprise SalesAccount ManagementB2B SalesSaaS SalesCRM

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 being a self-directed enterprise seller who thrives in open territories, builds relationships with executives across Operations and Risk, and consistently advances multi-year sales cycles through insight, persistence, and performance.

What is the company culture like at Pano AI?

Pano AI is a 130+ person growth-stage hybrid-remote start-up headquartered in San Francisco, recognized as a leader in early wildfire detection with multiple prestigious awards and features in major publications.

What makes a strong candidate for this position?

A strong candidate is a self-directed enterprise seller with experience in utilities and energy, capable of translating complex climate resilience technology into measurable value for executives in Operations and Risk while thriving in open territories.

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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