Senior Account Executive – Public Sector

📋 Description

• Develop and oversee a growing pipeline of state and local clients across Canada.

• Direct sales strategies and implementation for public sector accounts, including State Forestry departments, emergency management agencies, natural resources departments, and public safety organizations.

• Manage the entire sales process: from outbound prospecting and engaging multiple stakeholders to contracting and onboarding.

• Collaborate closely with our internal Government Affairs team and state lobbyists to navigate legislative and procurement pathways that promote broader adoption.

• Negotiate pricing, operational, and legal terms as part of complex sales processes.

• Drive strategic growth within key accounts and identify regional go-to-market opportunities.

• Represent Pano at public sector events, such as wildfire summits, emergency management conferences, and state or regional planning forums.

• Work cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success teams.

⛳️ Requirements

• Bachelor's degree is required; an MBA or technical graduate degree is preferred.

• Over 8 years of full-cycle enterprise sales experience, ideally in SaaS, infrastructure, IoT, or managed services.

• Experience in selling to or collaborating with Federal, State, and Local government entities.

• Demonstrated success in navigating highly regulated environments and managing lengthy, multi-stakeholder sales cycles.

• Strategic mindset and strong executive presence; comfortable presenting to VP, COO, and C-level decision-makers.

• Ability to thrive in early-stage, dynamic environments with evolving processes.

• Mission alignment: passionate about climate adaptation, public safety, and technology for good.

• Willingness to travel up to 30%.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• Matching 401(k) plan.

• Flexible paid time off.

• Eligibility for stock options.