Location

Toronto, Canada

Employment Type

Full time

Location Type

Remote

Department

Sales

Compensation

CA$143K

Help us tackle the growing wildfire crisis with the latest advancements in AI and IoT The Role 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%

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 versatile paid time off.

Compensation Range: CA$143K

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📌 Senior Account Executive - Public Sector - Canada (Toronto)
🏢 Pano
📍 Toronto