About the role
Who you are
- Bachelor’s degree required; MBA or technical graduate degree preferred
- 8+ years of full-cycle enterprise sales experience, ideally in SaaS, infrastructure, IoT, or managed services
- Experience selling to or partnering with Federal, State and Local government
- Proven success navigating highly regulated environments and long, multi-stakeholder sales cycles
- Strategic thinking and strong executive presence; comfort presenting to VP, COO, and C-level decision-makers
- Ability to thrive in early-stage, fast-paced environments with evolving processes
- Mission alignment: passionate about climate adaptation, public safety, and technology for good
- Travel up to 30%
- Preference for someone based in or near Calgary
What the job involves
- The Role Pano AI is seeking a mission-driven and strategic Account Executive, Public Sector, to accelerate the adoption of our wildfire detection and situational awareness technology across state and local government agencies in Canada. This is a high-impact role supporting public safety, emergency response, and climate resilience through advanced technology solutions
- You will work closely with State Forestry officials, emergency management leaders, government affairs teams, state lobbyists, and state decision-makers who are actively shaping wildfire mitigation and disaster preparedness strategies. Your role will be essential in forging partnerships that bring cutting-edge fire intelligence capabilities to the public sector
- Build and manage a growing pipeline of state and local customers located in Canada
- Lead sales strategy and execution for public sector accounts, including State Forestry departments, emergency management agencies, departments of natural resources, and public safety organizations
- Lead the full sales cycle: from outbound prospecting and multi-stakeholder engagement through contracting and onboarding
- Work closely with our internal Government Affairs team and state lobbyists to navigate legislative and procurement pathways that support broader adoption
- Negotiate pricing, operational, and legal terms as part of multifaceted sales processes
- Drive strategic expansions within key accounts and identify regional go-to-market opportunities
- Represent Pano at public sector events, including wildfire summits, emergency management conferences, and state or regional planning forums
- Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success
Not the right fit? Search for Account Executive jobs in Toronto
About Pano AI
Pano AI (Pano) is the leader in early wildfire detection and intelligence, providing government, utilities, insurers, and private landowners with advanced tools and up-to-the-minute intelligence to quickly mitigate wildfire threats while protecting lives, property, and the environment.
Pano combines advanced hardware, artificial intelligence, and software in a single integrated enterprise solution. Leveraging data and satellite feeds, as well as propriety imagery from a network of ultra-high-definition, 360-degree cameras atop high vantage points, Pano’s artificial intelligence model produces a real-time picture of threats in a geographic region and delivers immediate, actionable intelligence.
Pano is based in San Francisco with a team of experienced technology professionals–from companies including Cisco, Tesla, Apple, Salesforce, and Nest–who are on a mission to give firefighters advanced tools to safeguard lives, communities, and the environment. Recently, Pano has been featured on Fox Business News, the San Francisco Chronicle, Morning Brew, and T&D World Magazine. Learn more at https://www.pano.ai/.
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About the role
Who you are
- Bachelor’s degree required; MBA or technical graduate degree preferred
- 8+ years of full-cycle enterprise sales experience, ideally in SaaS, infrastructure, IoT, or managed services
- Experience selling to or partnering with Federal, State and Local government
- Proven success navigating highly regulated environments and long, multi-stakeholder sales cycles
- Strategic thinking and strong executive presence; comfort presenting to VP, COO, and C-level decision-makers
- Ability to thrive in early-stage, fast-paced environments with evolving processes
- Mission alignment: passionate about climate adaptation, public safety, and technology for good
- Travel up to 30%
- Preference for someone based in or near Calgary
What the job involves
- The Role Pano AI is seeking a mission-driven and strategic Account Executive, Public Sector, to accelerate the adoption of our wildfire detection and situational awareness technology across state and local government agencies in Canada. This is a high-impact role supporting public safety, emergency response, and climate resilience through advanced technology solutions
- You will work closely with State Forestry officials, emergency management leaders, government affairs teams, state lobbyists, and state decision-makers who are actively shaping wildfire mitigation and disaster preparedness strategies. Your role will be essential in forging partnerships that bring cutting-edge fire intelligence capabilities to the public sector
- Build and manage a growing pipeline of state and local customers located in Canada
- Lead sales strategy and execution for public sector accounts, including State Forestry departments, emergency management agencies, departments of natural resources, and public safety organizations
- Lead the full sales cycle: from outbound prospecting and multi-stakeholder engagement through contracting and onboarding
- Work closely with our internal Government Affairs team and state lobbyists to navigate legislative and procurement pathways that support broader adoption
- Negotiate pricing, operational, and legal terms as part of multifaceted sales processes
- Drive strategic expansions within key accounts and identify regional go-to-market opportunities
- Represent Pano at public sector events, including wildfire summits, emergency management conferences, and state or regional planning forums
- Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success
Not the right fit? Search for Account Executive jobs in Toronto
About Pano AI
Pano AI (Pano) is the leader in early wildfire detection and intelligence, providing government, utilities, insurers, and private landowners with advanced tools and up-to-the-minute intelligence to quickly mitigate wildfire threats while protecting lives, property, and the environment.
Pano combines advanced hardware, artificial intelligence, and software in a single integrated enterprise solution. Leveraging data and satellite feeds, as well as propriety imagery from a network of ultra-high-definition, 360-degree cameras atop high vantage points, Pano’s artificial intelligence model produces a real-time picture of threats in a geographic region and delivers immediate, actionable intelligence.
Pano is based in San Francisco with a team of experienced technology professionals–from companies including Cisco, Tesla, Apple, Salesforce, and Nest–who are on a mission to give firefighters advanced tools to safeguard lives, communities, and the environment. Recently, Pano has been featured on Fox Business News, the San Francisco Chronicle, Morning Brew, and T&D World Magazine. Learn more at https://www.pano.ai/.