pano-ai - Strategic Accounts Sales Manager
Requirements
• 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.
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.
Benefits
• $150K – $170K • Offers Equity • Offers Commission • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • or drag and drop here • Is there anything else you’d like us or the hiring team to know about you? • Decline to self-identify • Hispanic or Latino - A person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race. • Hispanic or Latino • White (Not Hispanic or Latino) - A person having origins in any of the original peoples of Europe, the Middle East, or North Africa. • White • Black or African American (Not Hispanic or Latino) - A person having origins in any of the black racial groups of Africa. • Black or African American • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) - A person having origins in any of the peoples of Hawaii, Guam, Samoa, or other Pacific Islands. • Native Hawaiian or Other Pacific Islander • Asian (Not Hispanic or Latino) - A person having origins in any of the original peoples of the Far East, Southeast Asia, or the Indian Subcontinent, including, for example, Cambodia, China, India, Japan, Korea, Malaysia, Pakistan, the Philippine Islands, Thailand, and Vietnam. • Asian • American Indian or Alaska Native (Not Hispanic or Latino) - A person having origins in any of the original peoples of North and South America (including Central America), and who maintain tribal affiliation or community attachment. • American Indian or Alaska Native • Two or More Races (Not Hispanic or Latino) - All persons who identify with more than one of the above five races. • Two or More Races • Hispanic or Latino • White (Not Hispanic or Latino) • Black or African American (Not Hispanic or Latino) • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) • Asian (Not Hispanic or Latino) • American Indian or Alaska Native (Not Hispanic or Latino) • Two or More Races (Not Hispanic or Latino) • I identify as one or more of the classifications of protected veteran listed above • I am not a protected veteran
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