Pano AI

Customer Success Manager

• Ensure swift execution of new Pano station installations by partnering closely with the internal Operations team and facilitating necessary actions with Sales and Operations teams
• Drive ongoing account management to ensure customer satisfaction and drive additional expansion opportunities
• Demonstrate strong executive presence and communication skills in high-stakes settings, including executive-level presentations, customer engagements, and strategic stakeholder meetings, effectively conveying confidence, clarity, and credibility.
• Expertly navigate a SaaS business by skillfully managing the expectations of both your team and customers and making thoughtful choices that align business goals with client needs
• Actively learn our client's needs to deliver the best solutions to their goals
• Partner with Sales to support successful renewals and expansions in line with Pano’s “land and expand” strategy
• Creatively problem-solve when difficult situations arise and help client and internal team members resolve delivery challenges
• Regularly present critical findings, strategic planning, and sometimes difficult information to clients..
• Foster effective decision-making and operational excellence across the business by building cross-functional relationships and helping internal teams understand client priorities and business context
• Maintain strong relationships with clients to ensure streamlined project implementation, review ongoing needs, and provide timely solutions, and recommendations to help achieve success and drive adoption
• Deeply understand the product suite, service offerings, and functionality to enable effective communication of capabilities to clients
• Actively contribute to the refinement and development of new product features and service offerings by working closely with Product and Engineering

Sales Operations Manager

• Drive sales enablement and field readiness
• Own commercial coordination and deal execution (Deal Desk)
• Lead RFP and procurement response management
• Improve systems, processes, and operational scalability

Sales Enablement – Deal Desk Manager

Events

• Own and execute Pano’s field marketing calendar — trade shows, industry conferences, regional events, and owned Pano experiences — end-to-end from strategy through logistics and post-event follow-up
• Partner with Sales to drive pipeline through field programs — aligning on target accounts, pre-event outreach, and post-event follow-through to convert attendance into pipeline
• Build and manage Customer Advisory Boards (CABs) and community programs that deepen relationships with key customers, surface product insights, and create advocates
• Plan and produce executive and customer-facing experiences — roundtables, hosted dinners, and community gatherings — that accelerate deals and expand existing accounts
• Own field marketing measurement: set goals, track ROI, and report on event-sourced and event-influenced pipeline to marketing and sales leadership
• Manage event vendors, agencies, and budgets to deliver high-quality experiences on time; build scalable playbooks that grow with the business

Field and Event Marketing Lead

Chief of Staff

• Support the CLO in attending executive reviews across myriad functions: tracking action items, codifying decisions, following up with teams, and managing priorities.
• Work with department leaders to prepare materials, agendas, and briefing documents for executive meetings.
• Drive decision speed and quality by turning ambiguous topics into crisp decision points, tradeoffs, and clear recommendations.
• Ensure CLO decisions and priorities turn into outcomes by tracking commitments, unblocking execution, and driving accountability across owners.
• Help maintain clear communication between the CLO and internal/external stakeholders, including drafting communications on behalf of the CLO, such as speeches, Q&A, presentations, and emails.
• Prepare the CLO for critical moments by ensuring the CLO is fully briefed for key meetings.
• Support the Office of the CLO with key initiatives such as annual planning and KPIs.

Chief of Staff – Chief Legal Officer

Data Engineer

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Geospatial Data Engineer

Electrical Engineer

• Select and evaluate off-the-shelf hardware modules (compute, cameras, radios, power management, sensors) against performance, reliability, environmental, and supply chain requirements
• Analyze datasheets to understand component limits and failure modes; design integrations that respect those boundaries across power, thermal, signal, and mechanical interfaces
• Bring up integrated assemblies, characterize behavior across operating conditions, and validate against system requirements
• Author and execute test plans for NPI gate reviews (PROTO, EVT, DVT, PVT) covering functional verification, environmental performance, long-term reliability, and certification/compliance (FCC, safety, cellular)
• Execute stress and margin tests to find the edges of reliable operation; the Pano Station must operate unattended for 5+ years in harsh outdoor environments
• Lead hardware triage from first symptom to verified fix—across engineering builds, production runs, and field deployments
• Apply systematic RCA to distinguish integration issues, component escapes, environmental failures, and firmware interactions; document findings in clear, structured reports
• Use lab instrumentation (oscilloscopes, logic analyzers, power analyzers, thermal cameras, protocol analyzers) to isolate failure mechanisms at the signal and system level
• Define acceptance criteria and transfer test scripts and methodologies to contract manufacturers for production
• Support ECOs for sustaining issues, component end-of-life transitions, and supply chain changes post-launch

Hardware Engineer, Electrical Engineer

Sales

• Lead and scale our Public Sector sales organization, driving revenue within both new and existing accounts
• Develop go-to-market strategies to access all levels of government (federal, state, and local)
• Structure and negotiate new business relationships including key pricing, commercial, and operational terms as part of complex contracting processes
• Bring government contracting expertise to ensure Pano is best situated to contract at all levels of the government
• Work closely with our Government Affairs VP (and broader team) to develop and execute against lobbying strategies to create long-term business opportunities
• Manage senior-level relationships with customers and key partners
• Leverage domain expertise to plan and execute sales tactics in the following areas: territory planning, prospecting, proposal development and RFP responses, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and executing contracts
• Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities
• Partnering with internal stakeholders in Sales, Marketing, Product, Operations, and Finance, you will own an assessment of the competitive landscape and technologies to help formulate and refine product/ GTM/ service/ support strategies unique to the Public Sector vertical
• Ensure 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

Head of Public Sector Sales

• Ensure swift execution of new Pano station installations by partnering closely with the internal Operations team and facilitating necessary actions with Sales and Operations teams
• Drive ongoing account management to ensure customer satisfaction and drive additional expansion opportunities
• Expertly navigate a SaaS business by skillfully managing the expectations of both your team and customers, and making thoughtful choices that align business goals with client needs
• Actively learn our clients needs to deliver the best solutions to their goals
• Partner with Sales to support successful renewals and expansions in line with Pano’s “land and expand” strategy
• Creatively problem solve when difficult situations arise and help client and internal team members resolve delivery challenges
• Regularly present critical findings, strategic planning, and sometimes difficult information to clients.
• Foster effective decision-making and operational excellence across the business by building relationships and helping internal teams understand client priorities and business context
• Maintain strong relationships with clients to ensure streamlined project implementation, review ongoing needs, provide timely solutions, and recommendations to help achieve success and drive adoption
• Deeply understand the product suite, service offerings and functionality to enable effective communication of capabilities to clients
• Actively contribute to the refinement and development of new product features and service offerings by working closely with Product and Engineering

Senior Customer Success Manager

• Developing and managing a growing customer base for our utility & energy accounts
• Identification, evaluation, and execution of new business opportunities
• 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 buying 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
• Partnering with internal stakeholders in Sales, Marketing, Product, Operations, and Finance, you will own assessment of the competitive landscape and technologies to help formulate and refine product/GTM/service/support strategies unique to the utility & energy vertical
• Leveraging 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

Head of Utility Sales

Account Executive

• Own and grow the Utilities and Energy vertical across the United States (Territory TBA)
• Build a sustainable, predictable sales motion that drives qualified pipeline and closed enterprise contracts
• Manage complex, multi-stakeholder deals (12–18 months typical) with rigor, persistence, and transparency
• Translate Pano’s AI-powered wildfire detection platform into clear operational and financial ROI for utilities and energy leaders
• Develop and execute a territory plan, including target accounts, outreach cadence, and regional engagement strategy
• Prospect and build demand independently—educating the market and shaping awareness in a newer region
• Collaborate closely with RevOps, Solutions Consulting, and Marketing to align GTM execution and ensure visibility
• Maintain disciplined CRM hygiene, forecasting accuracy, and communication cadence with leadership

Account Executive – Utilities

• Build and manage a growing pipeline of state and local customers located in Canada
• 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

Senior Account Executive – Public Sector

Product Marketing

• Own product positioning and messaging for Pano AI’s platform, ensuring clear differentiation in the wildfire detection and intelligence market
• Lead go-to-market (GTM) strategy for new product launches, features, and expansions
• Partner closely with Product, Sales, and Customer Success to align on customer insights and priorities
• Develop high-impact sales enablement materials (pitch decks, battlecards, case studies, ROI tools)
• Conduct market, customer, and competitive research to inform strategy and messaging
• Drive content strategy across website, campaigns, and field marketing to support pipeline generation
• Support pricing, packaging, and product adoption initiatives

Product Marketing Manager

People Operations

• Define and execute a company-wide people strategy
• Partner with executive leadership on organizational design
• Build and lead the People Operations function
• Oversee scalable programs for performance management
• Lead the Workplace Experience function
• Coach and lead the recruiting function

Vice President of People

Technical Program Manager

• Own the full lifecycle of camera deployment programs, from initial planning through installation and go-live
• Develop and manage detailed program schedules, proactively identifying risks and driving mitigation strategies
• Partner cross-functionally with Site Acquisition, Site Development, Field Operations, Sales, and Customer Success teams to ensure successful execution
• Engage directly with customers to align on requirements, communicate progress, and ensure satisfaction
• Define and optimize station coverage plans based on customer needs, geographic constraints, and operational considerations
• Collaborate with hardware and software teams to troubleshoot issues, identify root causes, and drive solutions
• Build and maintain clear reporting for internal stakeholders (including executives) and external customers, ensuring transparency and accountability
• Identify opportunities to streamline and automate workflows using tools and systems to improve operational efficiency
• Roll up your sleeves when needed to support on-the-ground execution and unblock critical path issues

Senior Technical Program Manager – Operations

Procurement

• Develop and implement strategic sourcing plans for assigned categories (e.g., direct materials, indirect spend, services)
• Lead supplier selection, qualification, and onboarding processes
• Drive cost reduction initiatives through negotiation, value engineering, and market analysis
• Conduct RFx processes (RFI, RFP, RFQ) and evaluate supplier proposals
• Build and maintain strong supplier relationships to ensure performance, innovation, and risk mitigation
• Monitor supplier performance using KPIs such as cost, quality, delivery, and responsiveness
• Partner with internal stakeholders (engineering, quality, operations) to align sourcing strategies with product and business needs
• Identify and mitigate supply chain risks, including capacity constraints, geopolitical risks, and single-source dependencies
• Lead contract negotiations and ensure compliance with legal and company policies
• Analyze market trends, cost drivers, and industry benchmarks to inform sourcing decisions
• Support new product introduction (NPI) efforts with early supplier involvement
• Drive continuous improvement initiatives within the supply base
• Serve as a key advisor to leadership on supply market dynamics, risks and opportunities.
• Mentor and develop sourcing team members; may directly manage a team