Account Executive – Utilities

📋 Description

• Take ownership of and expand the Utilities and Energy sector throughout the United States (Territory To Be Announced)

• Establish a sustainable and predictable sales strategy that generates a qualified pipeline and secures enterprise contracts

• Oversee intricate, multi-stakeholder deals (typically lasting 12–18 months) with diligence, perseverance, and transparency

• Convey the financial and operational ROI of Pano’s AI-driven wildfire detection platform to leaders in utilities and energy

• Create and implement a territory strategy, which includes identifying target accounts, setting outreach schedules, and developing a regional engagement plan

• Independently prospect and generate demand—educating the market and raising awareness in a new region

• Work closely with RevOps, Solutions Consulting, and Marketing to synchronize go-to-market execution and ensure visibility

• Uphold rigorous CRM hygiene, maintain forecasting accuracy, and ensure consistent communication with leadership

⛳️ Requirements

• 7–10+ years of experience in SaaS, data, or technology-driven solutions

• Proven track record of success in selling to utilities, energy, or critical infrastructure sectors

• Proficient in navigating complex enterprise sales processes involving multiple layers of decision-making

• Established history of generating self-sourced pipeline and maintaining disciplined forecasting

• Outstanding communication and presentation abilities when engaging with executive audiences

• Skilled at building trust, educating prospects, and linking mission-driven narratives to ROI

• Operate with a structured approach, accountability, and a data-driven mindset

• Comfortable working independently in a fast-paced, cross-functional startup environment

• Persistent and optimistic—capable of opening markets, rather than solely closing inbound demand

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance

• A matching 401(k) retirement plan

• Flexible paid time off policy

• Stock options