The RolePano AI is accelerating the adoption of advanced wildfire detection and situational awareness technology across the United States. As we expand into new markets, we're seeking an Enterprise Account Executive to lead and grow the Utilities and Energy vertical in the United States. This is a strategic, market-making role focused on building a new regional footprint for a proven platform. You'll translate complex climate resilience technology into measurable operational value for utilities, energy providers, and public-sector partners - earning credibility through insight, persistence, and performance.
The ideal candidate is a self-directed enterprise seller who thrives in open territories, builds relationships with executives across Operations and Risk, and consistently advances multi-stakeholder deals through long sales cycles. Success in this role establishes the foundation for national-level impact as Pano continues to scale.
What you'll do- Own and grow the Utilities and Energy vertical across the United States (Territory TBA)
- Build a sustainable, predictable sales motion that drives qualified pipeline and closed enterprise contracts
- Manage complex, multi-stakeholder deals (12-18 months typical) with rigor, persistence, and transparency
- Translate Pano's AI-powered wildfire detection platform into clear operational and financial ROI for utilities and energy leaders
- Develop and execute a territory plan, including target accounts, outreach cadence, and regional engagement strategy
- Prospect and build demand independently-educating the market and shaping awareness in a newer region
- Collaborate closely with RevOps, Solutions Consulting, and Marketing to align GTM execution and ensure visibility
- Maintain disciplined CRM hygiene, forecasting accuracy, and communication cadence with leadership
What you'll bring- Experienced enterprise seller with 7-10+ years in SaaS, data, or technology-driven solutions, with proven success selling to utilities, energy, or critical infrastructure sectors.
- Skilled in navigating complex enterprise sales involving multiple decision layers and extended timelines.
- Demonstrated history of self-generated pipeline creation and disciplined forecasting.
- Exceptional communication and presentation skills across executive audiences.
- Adept at building trust, educating prospects, and connecting mission-driven storytelling to ROI.
- Operate with structure, accountability, and data-driven habits-no black boxes.
- Comfortable working autonomously in a fast-moving, cross-functional startup environment.
- Persistent and optimistic-able to open markets, not just close inbound demand
Final compensation for 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, full-time roles are eligible for stock options. Our benefits package also includes comprehensive medical, dental, and vision coverage, a matching 401(k) plan, and flexible paid time off.
