Note: The job is a remote job and is open to candidates in USA. Pano AI is a growth-stage hybrid-remote start-up headquartered in San Francisco, focused on early wildfire detection and intelligence. The Strategic Accounts Sales Manager will lead account growth and expansion efforts, maximizing revenue retention and driving strategic partnerships within valuable enterprise accounts.
Responsibilities
- 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
Skills
- Proven experience managing sales or account teams in a high-growth B2B environment, with a measurable history of driving corporate account growth
- Multiple years of experience directly leading and developing enterprise account teams in a dedicated leadership capacity
- Deep familiarity navigating the procurement, regulatory, or operational structures of utilities, energy companies, data centers, or the insurance sector
- Mobility and enthusiasm to travel up to 50% for high-impact customer engagements
Benefits
- Offers Equity
- Offers Commission
- Benefits are tailored to local market standards and statutory requirements in the employee's country of employment, and may include health coverage, retirement or pension contributions, and paid time off.
Company Overview