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Enterprise Account Executive - Utility and Energy (East Coast)
Enterprise Account Executive - Utility and Energy (East Coast)Pano AI • Washington, DC, US
Enterprise Account Executive - Utility and Energy (East Coast)

Enterprise Account Executive - Utility and Energy (East Coast)

Pano AI • Washington, DC, US
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Enterprise Account Executive - Utility and Energy (East Coast)

Pano 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 Northeast region (MA, NY, NJ, CT, PA, RI).

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 Northeast region (MA, NY, NJ, CT, PA, RI).
  • Build a sustainable, predictable sales motion that drives qualified pipeline and closed enterprise contracts.
  • Manage complex, multi-stakeholder deals (1218 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 independentlyeducating 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.

Who You Are

  • Experienced enterprise seller with 710+ 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.
  • Travel : based on the East Coast and willing to travel up to 30%.
  • Adept at building trust, educating prospects, and connecting mission-driven storytelling to ROI.
  • Operate with structure, accountability, and data-driven habitsno black boxes.
  • Comfortable working autonomously in a fast-moving, cross-functional startup environment.
  • Persistent and optimisticable to open markets, not just close inbound demand.

    • $145,000 - $165,000 a year

    OTE $290,000 - $320,000

    Final salary offered is based upon multiple factors, including individual job-related qualifications, education, experience, knowledge, skills and location. In addition to salary, this position is also eligible for stock options. We offer comprehensive health insurance, paid time off, and 401k.

    Pano is an equal opportunity employer committed to recruiting and supporting our team-members regardless of where they come from. We do not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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    Enterprise Account Executive • Washington, DC, US