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