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

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%

Senior Account Executive – Public Sector

Key skills