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Senior Account Executive



Sales & Business Development
Sydney, Australia
Posted on Friday, July 14, 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 to 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 and recipient of the Innovative Mobile Service and Application Award at Mobile World Congress through our partnership with T-Mobile.

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, DoorDash and Meta. 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 $30M from leading VC funds.

The Role

Pano AI seeks an experienced Account Executive to help drive full-cycle sales initiatives with new and existing accounts within our government agency vertical during an exciting early growth phase of the business. You will be driven, well-versed in climate tech, safety, and/or disaster relief, passionate about the environment, and able to navigate and negotiate complex regulatory and buying environments. Following several years of catastrophic climate disasters, Australia is now in the midst of one of the most significant paradigm changes in the past century, with the entire disaster preparedness space being re-imagined and restructured to address the impacts of climate change.

This critical role in Pano’s Australian team will help empower and accelerate this change at organisations and agencies that are instrumental and fully embedded in our daily lives. You will focus on developing and executing thoughtful and dynamic approaches to working with organisations and agencies that represent some of the largest companies in the world. You will work hand in hand with Pano AI’s Head of Australia GTM and the broader Go-To-Market team. As we scale our first product, your work will be invaluable in setting the future trajectory of the commercial team. 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.

Note - we are not expecting you to meet all job requirements, so please apply

Key Responsibilities
  • Developing and managing a growing customer base for our agency accountsIdentification, evaluation, and execution of new business opportunities
  • Leverage 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
  • 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 members from on-the-ground operators up to Board / C-level executives
  • 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 utility & agency verticals
  • Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities

Desired Qualifications & Experience
  • 10+ years of technology sales experience in enterprise software, managed services, cloud computing services, or networking & infrastructure
  • 5+ years of external sales experience with a focus on utilities & government agencies
  • Demonstrated ability to think strategically and creatively about customer priorities and technical challenges, and an ability to describe compelling solutions
  • Exceptional communication skills, both verbal and written, with an ability to present to company Boards
  • Highly competitive, ramp quickly, incredibly adaptive, and pride yourself on exceeding production goals
  • Track record of multi-stakeholder management
  • Strong organizational skills across multiple simultaneous opportunities
  • Must be comfortable defining a way forward in the face of ambiguity or needing to find ways to scale
  • The ideal candidate will be passionate about environmental issues and have a close affinity for the environment
  • Preference for individuals in Sydney, Australia

$250,000 - $350,000 a year

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.