• Own and grow the Utilities and Energy vertical across the Northeast region (MA, NY, NJ, CT, PA, RI) • Build a sustainable, predictable sales motion that drives qualified pipeline and closed enterprise contracts • Manage complex, multi-stakeholder deals (12–18 months typical) with rigor, persistence, and transparency • Translate Pano’s AI-powered wildfire detection platform into clear operational and financial ROI for utilities and energy leaders • Develop and execute a territory plan, including target accounts, outreach cadence, and regional engagement strategy • Prospect and build demand independently—educating the market and shaping awareness in a newer region • Collaborate closely with RevOps, Solutions Consulting, and Marketing to align GTM execution and ensure visibility • Maintain disciplined CRM hygiene, forecasting accuracy, and communication cadence with leadership