Director of Sales, Canada



Sales & Business Development
Toronto, ON, Canada
Posted on Thursday, August 10, 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 and first 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 , recipient of the Innovative Mobile Service and Application Award at Mobile World Congress through our partnership with T-Mobile, and selected as a World Economic Forum 2023 Technology Pioneer.

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 $45M from leading VC funds including a just announced $17M Series A extension .

Role Overview: Pano AI seeks an experienced Director of Sales to develop and execute Pano’s Go-to-Market (GTM) entry and growth strategy in Canada. Reporting to the Chief Commercial Officer, you will work closely with senior leaders across the organization including those from Sales, Customer Success, Finance, Product, and Operations to establish Pano’s initial commercial presence in Canada. You’ll then leverage those early lighthouse accounts as a jumping off point to drive further Pano adoption, accelerate capture of market and revenue share across all verticals, and increase overall in-country brand awareness.

Wildfires in Canada have burned a staggering 25 million acres in 2023 (as of July) already surpassing the record of 18 million acres in 1989. The significant trend in Canada is that the country has, on average, warmed twice as fast as the rest of the world due to a loss of snow and sea ice. This has translated into Canadian fire seasons that are getting longer with more frequent fire-conducive weather conditions, where large, explosive wildfires are more likely than they were in the past.

Pano’s goal is to help Canadian government agencies, utilities across both electric and oil & gas, and forest product companies re-imagine a holistic approach to wildfire mitigation in this elevated fire environment. Armed with actionable intelligence through Pano technology, these organizations will be better equipped to quickly and precisely detect the earliest fire signals, and activate a response in those critical first few minutes.

This role leading Pano’s Canadian GTM efforts will empower and advance the adoption of early detection technology as part of a broader strategy to protect Canadian communities and forests from the impacts of wildfire. You will focus on developing and executing thoughtful approaches to working with organizations with heightened wildfire risk to people, assets, and infrastructure. As we scale our first product, your work will be invaluable in setting the future trajectory of the commercial strategy and the makeup of the team in Canada. 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.

  • Partnering with internal stakeholders, you will own assessment of the Canadian wildfire landscape to help formulate and refine product/ GTM/ service/ support strategies unique to Canadian market
  • Passionately lead, drive and deliver Pano’s vision and mission for the Canadian Public sector and enterprise business
  • Leverage Canada-specific domain expertise to plan and execute sales tactics in the following areas: marketing, generating new business, territory planning, relationship development, presentation, and contract execution
  • Structuring and negotiating 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 decision committees that include on-the-ground operators and up-to Board / C-level executives
  • Ensuring swift execution of new Pano Station installations during a challenging short pre-fire season purchasing window, by partnering closely with the internal ops team and facilitating necessary actions with customer operations teams, often in parallel with closing the contract
  • Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities
  • Stay ahead of industry trends, competitive activity, and customer opportunities: attending and presenting at trade shows, industry events, internal meetings, and conferences

  • 10+ years of technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, cloud computing services, etc.
  • 10+ years of sales and/or business development experience with a focus on selling to the Canadian Government and Public sector
  • 5+ years building and managing an outside sales organization
  • Demonstrated ability to think strategically about customer and partner priorities and technical challenges and to convey compelling solutions to them
  • Excellent writing and verbal skills with attention to organization, detail, and quality presentation (including Board level engagement)
  • A track record of navigating multi-stakeholder and matrixed organizations at the executive level
  • Strong preference end to end sales-cycle, including lead generation, qualification, and other deliverables for closing deals while consistently delivering on sales goalsHighly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals
  • Highly organized, with a sense of urgency
  • The ideal candidate will be passionate about environmental issues and/or a lover of the outdoors.
  • Travel expectations at least 25%

$280,000 - $465,000 a year

The final salary/OTE 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 encourage anyone with applicable experience to apply.

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.