Help us tackle the growing wildfire crisis with the latest advancements in AI and IoT 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. The Role Pano AI is seeking a mission‑driven and strategic Account Executive, Public Sector, to accelerate the adoption of our wildfire detection and situational awareness technology across state and local government agencies in Canada. This is a high‑impact role supporting public safety, emergency response, and climate resilience through advanced technology solutions. You will work closely with State Forestry officials, emergency management leaders, government affairs teams, state lobbyists, and state decision‑makers who are actively shaping wildfire mitigation and disaster preparedness strategies. Your role will be essential in forging partnerships that bring cutting‑edge fire intelligence capabilities to the public sector. What You’ll Do 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 What You’ll Bring 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 Travel up to 30% Preference for someone based in or near Calgary Compensation Range: CA$143K Final compensation for full‑time employees is determined by a variety of factors, including job‑related qualifications, education, experience, skills, knowledge, and geographic location. In addition to base salary, full‑time roles are eligible for stock options. Our benefits package also includes comprehensive medical, dental, and vision coverage, a matching 401(k) plan, and flexible paid time off. #J-18808-Ljbffr