Enterprise Account Executive - Utilities

Help us tackle the growing wildfire crisis with the latest advancements in AI and IoT

Who we are

The challenge: Every minute matters in wildfire response. As climate change increases the frequency and intensity of wildfires—with longer fire seasons, drier fuels, and more extreme weather—new ignitions can spread rapidly, putting communities, critical infrastructure, and ecosystems at risk. Today, many wildfires are first reported by members of the public, meaning it can take valuable time to detect a fire, confirm its location and size, and mobilize responders. Fire agencies need faster, more reliable ways to detect, verify, and pinpoint new ignitions so they can respond quickly and prevent small fires from becoming catastrophic events.

About Pano AI: Pano AI is the leader in AI-powered wildfire detection and intelligence, helping fire professionals detect, respond to, and contain wildfires faster and more safely. Our platform combines advanced hardware, software, artificial intelligence, satellite imagery, and other data sources to provide real-time situational awareness and actionable intelligence. Using a network of ultra-high-definition, 360-degree cameras positioned across high vantage points, Pano AI delivers a real-time view of wildfire activity, enabling faster, more informed decision-making when every second counts.

We are a team of more than 175 people working in a hybrid-remote environment across North America and Australia, with headquarters in San Francisco. Our customers include government agencies, utilities, insurers, and private landowners who rely on Pano AI to help protect people, property, and natural landscapes. Pano AI currently serves customers across the United States, Australia, and Canada, monitoring more than 50 million acres worldwide.

Our work has been recognized by Fast Company as one of the Top 10 Most Innovative AI Companies in 2023 and one of the World's Most Innovative Companies in 2026, ranking #1 in . We have also been named to TIME's list of the 100 Most Influential Companies of 2025 and recognized by MIT Technology Review as one of the top climate technology companies to watch.

Backed by $89 million in funding from leading investors including Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures, we're building technology that helps communities around the world become more resilient to wildfire. Learn more at www.pano.ai.

The Role

Pano AI is accelerating the adoption of advanced wildfire detection and situational awareness technology across the United States. As we continue to scale, we’re seeking an Enterprise Account Executive to develop and expand strategic relationships within the Utilities and Energy vertical.

This is a relationship-first, expansion-focused role responsible for growing long-term partnerships across a portfolio of utilities, energy providers, and public-sector stakeholders. You’ll work closely with customers to drive adoption, expand use cases, and deliver measurable operational value over time.

The ideal candidate excels at navigating complex organizations, building executive trust, and growing accounts through multi-year engagement strategies. Success in this role comes from deep customer understanding, consistent value delivery, and the ability to expand footprint within existing and adjacent accounts.

What you’ll do

• Own and grow a portfolio of strategic accounts within the Utilities and Energy vertical

• Build long-term account plans that drive expansion, retention, and multi-year contract growth

• Deepen relationships across Operations, Risk, and executive stakeholders to increase product adoption and account penetration

• Identify and execute on expansion opportunities, including new regions, use cases, and business units

• Partner with customers to quantify and communicate ongoing ROI, ensuring continued investment and renewal

• Manage complex, multi-stakeholder engagements with a focus on land-and-expand motions

• Collaborate with Customer Success, Solutions Consulting, and Marketing to deliver a cohesive customer experience

• Maintain strong forecasting discipline across renewals, expansions, and pipeline visibility

• Act as the voice of the customer internally, influencing product and GTM strategy

What you’ll bring

• 7–10+ years in enterprise SaaS or technology sales, with a strong track record of account growth, retention, and expansion

• Experience managing large, complex accounts over multi-year sales cycles, ideally in utilities, energy, or critical infrastructure

• Proven ability to build executive relationships and expand across business units

• Skilled in account planning, deal strategy, and navigating multi-threaded organizations

• Strong commercial acumen with the ability to tie product adoption to measurable business outcomes

• Highly collaborative—comfortable working cross-functionally to support long-term customer success

• Structured and data-driven in forecasting and account management

• Willingness to travel up to 30%

Final compensation for regular full-time employees is determined by a variety of factors, including job-related qualifications, education, experience, skills, knowledge, and geographic location. In addition to base salary, regular full-time roles are eligible for equity. Benefits are tailored to local market standards and statutory requirements in the employee's country of employment, and may include health coverage, retirement or pension contributions, and paid time off. Specific benefit details will be shared during the interview process.