Enterprise Account Executive-Utilities and Energy
Pano
Sales & Business Development
Denver, CO, USA
Posted on Aug 8, 2025
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
What you'll do
- 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
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 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.