Pano AI

• 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

• 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

• 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

• 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

• 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

• 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

• Take complex and ambiguous problems and turn them into simple, intuitive, and useful products that help us fulfill our mission and solve our customers' needs. • Bring product initiatives to life by creating journey maps, information architecture, user flows, wireframes, prototypes, pixel-perfect UI, interaction designs, and more. • Collaborate closely with product managers, engineers, and other stakeholders to define and prioritize product requirements. • Communicate effectively by presenting conceptual ideas, design rationale, and the specifics of the user-centered design process to senior management and during all-hands meetings. • Conduct user research and usability testing to gather insights and validate design decisions. • Champion user-centered design principles and practices within the team and organization. • Iterate rapidly across multiple projects efficiently and effectively, ensuring timely delivery and high-quality results.

• Build a sustainable, predictable sales motion that drives qualified pipeline and closed enterprise contracts across key verticals, which may include Utilities, Government, and Forestry. • 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. • 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.

• Partner with Account Executives and broader Go-to-Market team on net new and expansion opportunities, from discovery through opportunity closure • Align Pano solution to organizational needs by understanding the challenges faced by our segments and mapping our solutions to create value for our customers • Support the execution of the sales process through demos, risk analysis, solution and network design, implementation planning, and engagement with our Customer Success and Operations teams • Craft compelling demonstrations of Pano’s solutions, emphasizing risk mitigation, value, and differentiation • Design and scope the solution and associated implementation activities, working closely with the extended ecosystem (Operations, Product, Customer Success) and customers to meet them where they are in their evolution in addressing this critical problem • Apply a deep understanding of full Pano customer usage of the solution to share insights and best practices with prospects and existing customers • Builds a collaborative culture of trust across the deal team (embodies a “we” mentality), while also exhibiting ownership of the solution to drive to the desired outcomes • Acts as the technical expert during the sales cycle by anticipating, identifying, and overcoming client questions/objections during each sales cycle • Represent Pano AI at industry events, webinars, and conferences, positioning the company as an innovative leader in wildfire mitigation technology

• Partner closely with the Director of Product to define user experience vision • Lead customer discovery, conducting user research and usability testing • Transform complex problems into intuitive product experiences • Communicate design rationale to senior leadership and stakeholders