Senior Enterprise Account Executive – Public Sector

This is a fully remote position, open to applicants in Colorado.

📋 Description

• Develop and oversee an expanding pipeline of customers at the State and Local levels.

• 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 complete sales process from outbound prospecting and engaging multiple stakeholders to contracting and onboarding.

• Collaborate with the Government Affairs team and state lobbyists to navigate legislative and procurement processes.

• Negotiate pricing, operational, and legal terms within complex enterprise sales cycles.

• Propel strategic growth within key accounts and identify regional market entry opportunities.

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

• Work collaboratively across functions with Product, Engineering, Marketing, Finance, and Customer Success.

⛳️ Requirements

• A 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 partnering with Federal, State, and Local government entities.

• Proven track record of success in navigating highly regulated environments and lengthy, multi-stakeholder sales cycles.

• Strong strategic thinking abilities and a commanding executive presence.

• Comfortable presenting to VP, COO, and C-level decision-makers.

• Ability to excel in dynamic, fast-paced environments with evolving processes.

• A passion for climate adaptation, public safety, and the application of technology for positive impact.

• Must be based in Colorado or the Western U.S.; willing to travel up to 30%.

• Legally authorized to work in the United States.

• Residing in the United States or Canada.

🏝️ Benefits

• Equity opportunities.

• Commission structure.

• Health coverage may be offered.

• Retirement or pension contributions may be available.

• Paid time off may be provided.