Enterprise Account Executive – Utility and Energy

Enterprise Account Executive – Utility and Energy

Requirements

• 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, on the East Coast
• 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
• Based in or familiar with the East Coast, USA, travel up to 30%

Responsibilities

• Build and manage a growing pipeline of utility and energy customers across the East Coast
• 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, ESG, 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

Preferred Qualifications

• MBA or technical graduate degree preferred