Strategic Accounts Sales Manager

Pano AI is a growth-stage hybrid-remote start-up focused on wildfire detection and intelligence. They are seeking a Strategic Accounts Sales Manager to lead account growth and expand strategic partnerships within their enterprise accounts, aiming to maximize revenue retention and drive significant expansion opportunities.

Responsibilities:

• Net Revenue Retention (NRR) Expansion: Own and execute the commercial strategy to aggressively scale revenue within Pano's existing enterprise account base
• Forecasting & Revenue Predictability: Own an accurate, rolling revenue forecast across the strategic account portfolio—managing commit and best-case calls, driving predictability, and delivering against quarterly and annual expansion targets
• Pipeline Inspection & Management: Run a disciplined cadence of pipeline inspection—ensuring opportunity hygiene, accurate stage progression, and sufficient pipeline coverage to hit NRR and net-new expansion goals
• Deal Strategy & Account Planning: Inspect and coach complex, multi-year expansion opportunities; lead account and territory planning to systematically map whitespace, identify upsell and cross-sell paths, and prioritize the highest-value plays
• Team Leadership: Manage, coach, and elevate a team of account professionals to achieve ambitious account expansion targets
• Executive Engagement & Deal Support: Support your team in critical C-level discussions, complex deal structures, and high-stakes negotiations as needed—navigating multi-stakeholder corporate structures to establish executive partnerships and expand contract values
• Cross-Functional Handoff: Partner with the New Business team to seamlessly transition newly acquired accounts into the expansion pipeline
• Cross-Functional Partnership: Partner closely with Product, Customer Success, Marketing, and Deal Desk to remove friction from the expansion motion, surface customer needs, and ensure renewals and upsells are delivered seamlessly
• Field Engagement: Travel up to 50% of the time to interface directly with key stakeholders and support your team on-site

Requirements:

• Proven experience managing sales or account teams in a high-growth B2B environment, with a measurable history of driving corporate account growth
• Multiple years of experience directly leading and developing enterprise account teams in a dedicated leadership capacity
• Deep familiarity navigating the procurement, regulatory, or operational structures of utilities, energy companies, data centers, or the insurance sector
• Mobility and enthusiasm to travel up to 50% for high-impact customer engagements