Strategic Accounts Sales Manager

Pano AI develops AI-powered wildfire detection and intelligence solutions that combine hardware, software, satellite imagery, and other data sources to help fire professionals respond to wildfires faster and more safely. The Strategic Accounts Sales Manager / Senior Manager will lead account growth and expansion across strategic enterprise customers, managing a team of six account professionals while driving revenue retention, upsell opportunities, forecasting, and executive-level partnerships.

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