Strategic Accounts Sales Manager

About this role

HELP US TACKLE THE GROWING WILDFIRE CRISIS WITH THE LATEST ADVANCEMENTS IN AI AND IOT

WHO WE ARE

The challenge: Every minute matters in wildfire response. As climate change increases the frequency and intensity of wildfires—with longer fire seasons, drier fuels, and more extreme weather—new ignitions can spread rapidly, putting communities, critical infrastructure, and ecosystems at risk. Today, many wildfires are first reported by members of the public, meaning it can take valuable time to detect a fire, confirm its location and size, and mobilize responders. Fire agencies need faster, more reliable ways to detect, verify, and pinpoint new ignitions so they can respond quickly and prevent small fires from becoming catastrophic events.

About Pano AI: Pano AI is the leader in AI-powered wildfire detection and intelligence, helping fire professionals detect, respond to, and contain wildfires faster and more safely. Our platform combines advanced hardware, software, artificial intelligence, satellite imagery, and other data sources to provide real-time situational awareness and actionable intelligence. Using a network of ultra-high-definition, 360-degree cameras positioned across high vantage points, Pano AI delivers a real-time view of wildfire activity, enabling faster, more informed decision-making when every second counts.

We are a team of more than 175 people working in a hybrid-remote environment across North America and Australia, with headquarters in San Francisco. Our customers include government agencies, utilities, insurers, and private landowners who rely on Pano AI to help protect people, property, and natural landscapes. Pano AI currently serves customers across the United States, Australia, and Canada, monitoring more than 50 million acres worldwide.

Our values are part of everything we do at Pano AI. They guide how we work together, how we serve our customers, and how we approach our mission.

Impact: As we scale our business, we grow our impact—enabling emergency managers to protect people, infrastructure, and the environment from devastating wildfires.

Service: We serve those who serve, and the teammates beside us.

Trust: We earn trust through integrity, accountability, and an obsession with quality so that our partners can rely on us.

Excellence and Speed: We produce exceptional work quickly because our mission demands both precision and urgency.

Innovation: We apply cutting-edge technology to what we build and how we work.

Our work has been recognized by Fast Company as one of the Top 10 Most Innovative AI Companies in 2023 https://www.fastcompany.com/90846670/most-innovative-companies-artificial-intelligence-2023 and one of the World's Most Innovative Companies in 2026 https://www.fastcompany.com/91502951/pano-ai-most-innovative-companies-2026, ranking #1 in Sustainability. We have also been named to TIME's https://www.linkedin.com/company/time/ list of the 100 Most Influential Companies of 2025 https://time.com/collections/time100-companies-2025/7289577/pano-ai/ and recognized by MIT Technology Review https://www.technologyreview.com/2024/10/01/1104375/2024-climate-tech-companies-pano-ai-fire-detecting-ai/as one of the top climate technology companies to watch.

Backed by $89 million in funding https://techcrunch-com.cdn.ampproject.org/c/s/techcrunch.com/2023/07/10/pano-series-a-extension/amp/ from leading investors including Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures, we're building technology that helps communities around the world become more resilient to wildfire. Learn more at www.pano.ai http://www.pano.ai.

THE ROLE

We are looking for a Strategic Accounts Sales Manager / Senior Manager to lead our account growth and expansion organization. In this role, you will focus entirely on maximizing revenue retention and driving deep strategic partnerships within Pano's most valuable existing enterprise accounts. This is a dedicated revenue-growth position focused on unlocking significant expansion and upsell opportunities.

You will directly manage a team of six account professionals, driving strategic commercial execution and scaling our footprint across critical infrastructure sectors—including Utilities (IOUs), Insurance, Energy, Data Centers, and Oil & Gas.

WHAT YOU’LL DO

- Net Revenue Retention (NRR) Expansion: Own and execute the commercial strategy to aggressively scale revenue within Pano's existing enterprise account base.

- Forecasting & Revenue Predictability: Own an accurate, rolling revenue forecast across the strategic account portfolio—managing commit and best-case calls, driving predictability, and delivering against quarterly and annual expansion targets.

- Pipeline Inspection & Management: Run a disciplined cadence of pipeline inspection—ensuring opportunity hygiene, accurate stage progression, and sufficient pipeline coverage to hit NRR and net-new expansion goals.

- Deal Strategy & Account Planning: Inspect and coach complex, multi-year expansion opportunities; lead account and territory planning to systematically map whitespace, identify upsell and cross-sell paths, and prioritize the highest-value plays.

- Team Leadership: Manage, coach, and elevate a team of account professionals to achieve ambitious account expansion targets.

- Executive Engagement & Deal Support: Support your team in critical C-level discussions, complex deal structures, and high-stakes negotiations as needed—navigating multi-stakeholder corporate structures to establish executive partnerships and expand contract values.

- Cross-Functional Handoff: Partner with the New Business team to seamlessly transition newly acquired accounts into the expansion pipeline.

- Cross-Functional Partnership: Partner closely with Product, Customer Success, Marketing, and Deal Desk to remove friction from the expansion motion, surface custome

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