Account Executive, Resorts & Forestry



Sales & Business Development
San Francisco, CA, USA
Posted on Monday, May 1, 2023
Who we are

The problem: Every minute matters in fire response. As climate change amplifies the intensity of wildfires—with longer fire seasons, dryer fuels, and faster winds—new ignitions spread faster and put more communities at risk. Today, most wildfires are detected by bystanders and reported via 911, meaning it can take hours to detect a fire, verify its exact location and size, and dispatch first responders. Fire authorities need a faster way to detect, confirm, and pinpoint fires, so that they can quickly respond—preventing small flare-ups from becoming devastating infernos.

About Pano: Pano is a venture-backed early-stage climate tech startup that is the leader in wildfire early detection, leveraging the latest advancements in IoT, AI, satellites, and SaaS software to deliver actionable intelligence to customers. Pano leverages mountaintop cameras and satellites to detect the first traces of smoke and put real-time fire images in the hands of asset owners andfirst responders to speed up containment. Pano is already partnering with major utilities, fire authorities, and government agencies in the USA and Australia . Recent media coverage includes being named one of the Top 10 most innovative companies in AI of 2023 by FastCompany and recipient of the Innovative Mobile Service and Application Award at Mobile World Congress through our partnership with T-Mobile.

Pano brings together a diverse team bridging frontline, wildland firefighting experience with best-in-class know-how in operations, logistics, artificial intelligence, and software. Our team is composed of experienced technology professionals from companies such as Apple, Cisco, Nest , and DoorDash. Headquartered in San Francisco with an office and factory in the Mission District, our hybrid team works from locations around the world. Founded in mid-2020, we’ve raised over $30M from leading VC funds .

The Role

Pano AI seeks an experienced Account Executive to help drive sales initiatives with private landowners & land managers (including ski resort operators, timber companies, HOAs, and hospitality companies), at an exciting early growth phase of the business. Our ideal candidate will be driven, well versed in climate tech, safety and/or disaster relief, passionate about the outdoors, and able to navigate complex organizational structures of the private sector with ease and professionalism. This role will focus on developing and executing thoughtful and dynamic approaches to working with private landowners for the adoption of Pano technologies. You will work hand in hand with Pano AI’s Chief Commercial Officer and the Go-To-Market team (which includes members vertically focused on Pano’s utilities and government offering). As we scale our first product, your work will be invaluable in setting the future trajectory of the commercial team. This is an opportunity for a qualified candidate to be a key contributor to driving early stage success for Pano AI, all while working on a meaningful and urgent issue.

Key Responsibilities
  • Developing and managing a growing customer base for our resorts, timber, & private land accounts
  • Providing GTM leadership through the identification, evaluation, and execution of new business opportunities
  • Structuring new business relationships including key pricing, commercial, and operational terms as part of complex contracting processes
  • Managing senior-level relationships with customers and key partners - navigating diverse buying committees that include on-the-ground operators and up-to Board / C-level executives
  • Partnering with internal stakeholders in Sales, Marketing, Product, and Operations - own assessment of competitive landscape and technologies to help formulate and refine product/ GTM/ service/ support strategies unique to the private landowners & land managers vertical
  • Leverage domain expertise to plan and execute sales tactics in the following areas: generating new business, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and executing contracts
  • Driving ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities

  • 5+ years of technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, cloud computing services, etc.
  • 3+ years of outside sales and/or business development experience with a focus on selling to the private sector (though not required, prior experience working with ski resort operators, hospitality companies, HOAs, and/or timber companies is desired)
  • Demonstrated ability to think strategically about private sector priorities and technical challenges and to convey compelling solutions to them
  • Excellent writing and verbal skills with an attention to organization, detail, and quality presentation (including Board level engagement)
  • A track record of navigating multi-stakeholder and matrixed organizations at the executive and manager levels
  • Able to manage end to end sales-cycle including lead generation, qualification and other deliverables for closing deals while consistently delivering on sales goals
  • Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals
  • Highly organized, with sense of urgency
  • The ideal candidate will have appreciation and love for spending time outdoors, adventure sports, and/or travel;
  • This is a remote role; however an ideal candidate will be located in a Mountain State.

$150,000 - $200,000 a year

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.