Pano AI

Strategic Accounts Sales Manager

US - Remote · Full-time

Sponsorship not specifiedDetected 30 days ago
SalesforceSalesForecastingProcurementCustomer SuccessCadenceLeadership

About the role

  • In this role, you will focus entirely on maximizing revenue retention and driving deep strategic partnerships within Pano's most valuable existing enterprise accounts.
  • This is a dedicated revenue-growth position focused on unlocking significant expansion and upsell opportunities.

Responsibilities

  • Net Revenue Retention (NRR) Expansion: Own and execute the commercial strategy to aggressively scale revenue within Pano's existing enterprise account base.
  • 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.
  • 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.
  • Own and execute the commercial strategy to aggressively scale revenue within Pano's existing enterprise account base.
  • Manage, coach, and elevate a team of account professionals to achieve ambitious account expansion targets.
  • 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.

Requirements

  • Multiple years of experience directly leading and developing enterprise account teams in a dedicated leadership capacity.
  • Pure Management Experience: Multiple years of experience directly leading and developing enterprise account teams in a dedicated leadership capacity.

Compensation

  • 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.
  • In addition to base salary, regular full-time roles are eligible for equity.

Benefits

  • are tailored to local market standards and statutory requirements in the employee's country of employment, and may include health coverage, retirement or pension contributions, and paid time off.
  • In addition to base salary, regular full-time roles are eligible for equity.
  • 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.
  • Specific benefit details will be shared during the interview process.
  • Final compensation for regular full-time employees is determined by a variety of factors, including job-related qualifications, education, experience, skills, knowledge, and geographic location.

Company info

  • The challenge: Every minute matters in wildfire response.
  • As climate change increases the frequency and intensity of wildfires-with longer fire seasons, drier fuels, and more extreme weather-new ignitions can spread rapidly, putting communities, critical infrastructure, and ecosystems at risk.
  • Today, many wildfires are first reported by members of the public, meaning it can take valuable time to detect a fire, confirm its location and size, and mobilize responders.
  • Fire agencies need faster, more reliable ways to detect, verify, and pinpoint new ignitions so they can respond quickly and prevent small fires from becoming catastrophic events.
  • About Pano AI: Pano AI is the leader in AI-powered wildfire detection and intelligence, helping fire professionals detect, respond to, and contain wildfires faster and more safely.
  • Our platform combines advanced hardware, software, artificial intelligence, satellite imagery, and other data sources to provide real-time situational awareness and actionable intelligence.
  • Using a network of ultra-high-definition, 360-degree cameras positioned across high vantage points, Pano AI delivers a real-time view of wildfire activity, enabling faster, more informed decision-making when every second counts.
  • We are a team of more than 175 people working in a hybrid-remote environment across North America and Australia, with headquarters in San Francisco.
  • Our customers include government agencies, utilities, insurers, and private landowners who rely on Pano AI to help protect people, property, and natural landscapes.
  • Pano AI currently serves customers across the United States, Australia, and Canada, monitoring more than 50 million acres worldwide.
  • Our work has been recognized by Fast Company as one of the Top 10 Most Innovative AI Companies in 2023 https://www.fastcompany.com/90846670/most-innovative-companies-artificial-intelligence-2023 and one of the World's Most Innovative Companies in 2026 https://www.fastcompany.com/91502951/pano-ai-most-innovative-companies-2026, ranking #1 in Sustainability.
  • We have also been named to TIME's https://www.linkedin.com/company/time/ list of the 100 Most Influential Companies of 2025 https://time.com/collections/time100-companies-2025/7289577/pano-ai/ and recognized by MIT Technology Review https://www.technologyreview.com/2024/10/01/1104375/2024-climate-tech-companies-pano-ai-fire-detecting-ai/as one of the top climate technology companies to watch.
  • Backed by $89 million in funding https://techcrunch-com.cdn.ampproject.org/c/s/techcrunch.com/2023/07/10/pano-series-a-extension/amp/ from leading investors including Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures, we're building technology that helps communities around the world become more resilient to wildfire.
  • Learn more at www.pano.ai http://www.pano.ai.
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