Strategic Accounts Sales Manager

Help us tackle the growing wildfire crisis with the latest advancements in AI and IoT Who we are The problem: Every minute matters in fire response. As climate change amplifies the intensity of wildfires—with longer fire seasons, dryer fuels, and faster winds—new ignitions spread faster and put more communities at risk. Today, most wildfires are detected by bystanders and reported via 911, meaning it can take hours to detect a fire, verify its exact location and size, and dispatch first responders. Fire authorities need a faster way to detect, confirm, and pinpoint fires so that they can quickly respond—preventing small flare-ups from becoming devastating infernos. About Pano: We are a 175+ person growth-stage hybrid-remote start-up, headquartered in San Francisco. We are the leader in early wildfire detection and intelligence, helping fire professionals respond to fires faster and more safely—with the right equipment, timely information, and enhanced coordination—so that they can stop a new ignition before it grows. Pano AI combines advanced hardware, software, and artificial intelligence into an easy-to-use, web-based platform. Leveraging a network of ultra-high-definition, 360-degree cameras atop high vantage points, as well as satellite and other data feeds, Pano AI produces a real-time picture of threats in a geographic region and delivers immediate, actionable intelligence. Pano AI has been recognized by Fast Company as one of the Top 10 Most Innovative AI Companies in 2023, and as one of the Top 50 Most Innovative Companies of 2026 — ranking #1 in the Sustainability category. The company was also named to TIME’s list of the 100 Most Influential Companies of 2025 and identified by MIT Technology Review as one of the top 15 climate tech companies to watch in 2024. Pano AI has been featured in leading publications, including The Wall Street Journal, Bloomberg, and CNBC. The company serves dozens of government and enterprise customers across 16 U.S. states, five Australian states, and British Columbia, Canada, and currently monitors more than 50 million acres of land worldwide. It has raised $89 million in venture capital from investors including Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures. Learn more at https://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 customer needs, and ensure renewals and upsells are delivered seamlessly. Field Engagement: Travel up to 50% of the time to interface directly with key stakeholders and support your team on-site. What you’ll bring Enterprise Expansion Track Record: Proven experience managing sales or account teams in a high-growth B2B environment, with a measurable history of driving corporate account growth. Pure Management Experience: Multiple years of experience directly leading and developing enterprise account teams in a dedicated leadership capacity. Industrial Sector Acumen: Deep familiarity navigating the procurement, regulatory, or operational structures of utilities, energy companies, data centers, or the insurance sector. Willingness to Travel: Mobility and enthusiasm to travel up to 50% for high-impact customer engagements. 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 flexible paid time off.