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

7–10+ years in SaaS, data, or technology-driven solutions
Proven success selling to utilities, energy, or critical infrastructure sectors.
Skilled in navigating complex enterprise sales involving multiple decision layers
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.
Comfortable working autonomously in a fast-moving, cross-functional startup environment.
Persistent and optimistic—able to open markets, not just close inbound demand.

Account Executive – Utilities

Key skills