Pano AI

Senior Account Executive - Public Sector - Canada

Toronto, Canada · Senior · Full-time

Sponsorship not specifiedDetected 82 days ago
SalesforceSalesAccount ManagementOutbound SalesProcurementCustomer SuccessPublic Speaking

About the role

  • The Role Pano AI is seeking a mission-driven and strategic Account Executive, Public Sector, to accelerate the adoption of our wildfire detection and situational awareness technology across state and local government agencies in Canada.
  • This is a high-impact role supporting public safety, emergency response, and climate resilience through advanced technology solutions.
  • You will work closely with State Forestry officials, emergency management leaders, government affairs teams, state lobbyists, and state decision-makers who are actively shaping wildfire mitigation and disaster preparedness strategies.

Responsibilities

  • 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
  • Drive strategic expansions within key accounts and identify regional go-to-market opportunities
  • Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success

Nice to have

  • Represent Pano at public sector events, including wildfire summits, emergency management conferences, and state or regional planning forums
  • 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

Compensation

  • 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.
  • 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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