Job Overview
Location
US - Remote
Job Type
Full-time
Category
Sales
Date Posted
May 3, 2026
Full Job Description
đź“‹ Description
- • Lead and scale the Public Sector sales organization to drive revenue from new and existing government accounts at federal, state, and local levels, directly supporting Pano AI’s mission to combat the growing wildfire crisis through early detection and intelligence.
- • Develop and execute go-to-market strategies tailored to the unique procurement cycles and stakeholder landscapes of federal (e.g., BLM, USFS, DoD), state (e.g., Washington DNR, Texas A&M, Colorado DFPC), and local government agencies, ensuring alignment with Pano AI’s broader GTM efforts across utilities and private landowners.
- • Structure, negotiate, and close complex government contracts by applying deep expertise in public sector procurement, pricing, and operational terms, while collaborating with the Government Affairs VP to shape lobbying strategies that create long-term business opportunities.
- • Partner cross-functionally with Sales, Marketing, Product, Operations, and Finance teams to assess competitive landscapes, refine product and service strategies, and ensure swift deployment of Pano Station installations during critical pre-fire season windows.
- • Mentor and develop a high-performing sales team through coaching, strategic planning, and execution of territory planning, prospecting, RFP responses, presentations, negotiations, and contract execution, all while maintaining executive-level relationships with customers and partners.
- • Drive account expansion in partnership with Customer Success by ensuring satisfaction, identifying upsell opportunities, and maintaining strong post-sale engagement to maximize lifetime value of public sector clients.
- • Represent Pano AI as a trusted advisor in climate tech and disaster relief, leveraging domain expertise to position the company as an essential partner in wildfire mitigation and response efforts across North America and beyond.
🎯 Requirements
- • 10+ years of Public Sector and technology sales experience selling enterprise software, networking, infrastructure, managed hosting, or cloud computing services.
- • 5+ years of sales leadership experience with a proven track record of building and scaling sales organizations.
- • Demonstrated ability to align go-to-market strategies with the distinct needs of federal, state, and local government segments.
- • Excellent written and verbal communication skills, with strong attention to detail, organization, and presentation quality.
- • Experience navigating multi-stakeholder, complex sales cycles with executive-level engagement.
- • Strong bias toward coaching and team development, with a competitive, adaptive, and urgent mindset focused on exceeding goals.
- • Willingness to travel at least 25% of the time.
🏖️ Benefits
- • Competitive base salary supplemented by stock options as part of total compensation.
- • Comprehensive medical, dental, and vision coverage for full-time employees.
- • Matching 401(k) plan to support long-term financial planning.
- • Flexible paid time off to promote work-life balance.
- • Opportunity to work on a mission-driven climate tech initiative addressing the urgent wildfire crisis.
- • Hybrid-remote work model with headquarters in San Francisco and flexibility to work remotely across the U.S.
- • Exposure to cutting-edge AI and IoT technology in a fast-growing, venture-backed startup recognized by Fast Company, TIME, and MIT Technology Review.
Skills & Technologies
About Pano AI Inc.
Pano AI is a technology company focused on revolutionizing the insurance industry through advanced aerial imagery and artificial intelligence. They provide high-resolution aerial imagery and AI-powered analytics to help insurers assess property damage more accurately and efficiently, particularly after natural disasters like hurricanes and wildfires. Their platform enables faster claims processing, improved risk assessment, and better underwriting decisions. By leveraging cutting-edge drone technology and machine learning, Pano AI aims to streamline the claims lifecycle, reduce operational costs for insurers, and provide a more transparent and responsive experience for policyholders.
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