Enterprise Account Executive-Utilities and Energy
The Role
(must be located in Mountain Standard Time Zone)
We’re hiring an Enterprise Account Executive – Utilities to join our Go-To-Market team. You will work closely with investor-owned utilities, municipal utilities, and electric cooperatives that are actively planning for grid resilience and wildfire mitigation.You’ll play a pivotal role in accelerating the adoption of Pano’s wildfire detection system in a region that is quickly waking up to the reality of climate-driven fire risk. From onboarding early adopters to guiding enterprise-level deployments, your efforts will help shape one of the most impactful public safety technologies in the country.This role is ideal for a strategic, mission-driven sales professional with experience in enterprise technology sales and a strong grasp of the regulatory and operational landscape of utilities and energy providers in Mountain West Region: CO, ID, MT, WY
- Build and manage a growing pipeline of utility and energy customers in your territory
- 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, 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
- 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
- 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
- Ability to travel up to 30%
Final salary offered is based upon multiple factors, including individual job-related qualifications, education, experience, knowledge, skills and location. In addition to salary, this position is also eligible for stock options. We offer comprehensive health insurance, paid time off, and 401k.
Average salary estimate
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Founded by passionate innovators who believe that we have a duty to provide firefighters with every possible advantage when protecting lives and property, Pano offers a next-gen hardware & software so...lution for wildfire detection, confirmation,...
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