Manager, Product Management
TE Connectivity
IoT
Enterprise Account Executive - Public Sector
Pano AI
full-time
Posted on:
Origin: • 🇺🇸 United States • California
Visit company websiteSalary
💰 $140,000 - $155,000 per year
Job Level
SeniorLead
Tech Stack
IoT
About the role
- Build and manage a growing pipeline of state and local customers located in the Central and Eastern time zones.
- 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
- Negotiate pricing, operational, and legal terms as part of multifaceted sales processes
- Drive strategic expansions within key accounts and identify regional go-to-market opportunities
- Represent Pano at public sector events, including wildfire summits, emergency management conferences, and state or regional planning forums
- Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success
- 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
- 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 West Coast.; travel up to 30%
Requirements
- Bachelors 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
- 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 West Coast.; travel up to 30%
