Pano AI

Enterprise Account Executive – Utility and Energy

Pano AI

full-time

Posted on:

Location Type: Remote

Location: Remote • Washington • 🇺🇸 United States

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Salary

💰 $145,000 - $160,000 per year

Job Level

SeniorLead

Tech Stack

IoT

About the role

  • Build and manage a growing pipeline of utility and energy customers across the East Coast
  • Lead the full sales cycle: from outbound prospecting and multi-stakeholder engagement through contracting and onboarding
  • Align Pano’s solution to complex utility priorities: safety, regulatory compliance, ESG, and wildfire mitigation
  • Negotiate pricing, operational, and legal terms as part of multifaceted enterprise sales processes
  • Drive strategic expansions within key accounts and identify regional go-to-market opportunities
  • Develop a deep understanding of local market dynamics: PUC expectations, vegetation management policies, wildfire mitigation plans (WMPs), and IOU/DPU relationships
  • Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success

Requirements

  • 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 utilities, on the East Coast.
  • 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
  • Ability to thrive in early-stage, fast-paced environments with evolving processes
  • Mission alignment: passionate about climate adaptation, public safety, and technology for good
  • Based in or familiar with the East Coast, USA, travel up to 30%
Benefits
  • Comprehensive health insurance
  • Paid time off
  • 401k
  • Stock options

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
full-cycle enterprise salesoutbound prospectingcontractingnegotiationstrategic expansionmarket dynamics analysisregulatory complianceESGwildfire mitigationvegetation management
Soft skills
strategic thinkingexecutive presencemulti-stakeholder engagementcollaborationadaptabilitycommunicationrelationship managementproblem-solvingpresentation skillsmission alignment
Certifications
Bachelor’s degreeMBAtechnical graduate degree
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