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.
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