Sales Enablement Manager
Help us tackle the growing wildfire crisis with the latest advancements in AI and IoT
Who we are
The problem: Every minute matters in fire response. As climate change amplifies the intensity of wildfires—with longer fire seasons, dryer fuels, and faster winds—new ignitions spread faster and put more communities at risk. Today, most wildfires are detected by bystanders and reported via 911, meaning it can take hours to detect a fire, verify its exact location and size, and dispatch first responders. Fire authorities need a faster way to detect, confirm, and pinpoint fires so that they can quickly respond—preventing small flare-ups from becoming devastating infernos.
About Pano: We are a 150+ person growth-stage hybrid-remote start-up, headquartered in San Francisco. We are the leader in early wildfire detection and intelligence, helping fire professionals respond to fires faster and more safely—with the right equipment, timely information, and enhanced coordination—so that they can stop a new ignition before it grows. Pano AI combines advanced hardware, software, and artificial intelligence into an easy-to-use, web-based platform. Leveraging a network of ultra-high-definition, 360-degree cameras atop high vantage points, as well as satellite and other data feeds, Pano AI produces a real-time picture of threats in a geographic region and delivers immediate, actionable intelligence.
Pano AI is on TIME's list of the 100 Most Influential Companies of 2025! MIT Technology Review listed Pano as one of the top 15 climate tech companies to watch in 2024, and Fast Company named Pano AI one of the Top 10 most innovative companies in AI of 2023. We’ve also been featured in the Wall Street Journal, Bloomberg, and CNBC News. Pano AI’s dozens of government and enterprise customers span 16 states in the U.S., five states in Australia, and BC, Canada, and we are currently monitoring over 30 million acres of land. Pano AI has raised $89M in venture capital funding from Giant Ventures, Liberty Mutual Ventures, Tokio Marine Future Fund, Congruent Ventures, Initialized Capital, Salesforce Ventures, and T-Mobile Ventures. Learn more at https://www.pano.ai/.
About the role
Pano AI is hiring a Sales Enablement Manager to architect and scale the revenue engine behind our go to market motion. This role sits at the intersection of Sales and Marketing and is responsible for accelerating ramp, driving consistency in our sales process, and elevating outbound execution across the team. You will own onboarding, translate product marketing into field ready messaging, reinforce methodology adoption, and ensure our frontline teams are equipped to build pipeline and win complex enterprise deals. Your impact will be measured in time to productivity, outbound effectiveness, and pipeline growth as we prepare for our next stage of scale.
This is a high visibility opportunity to join a fast growing, well capitalized company with strong market traction and momentum toward our next phase of growth. Marketing is scaling, sales is expanding, and we are building the systems that will support long term category leadership. You will operate as a true go to market partner with executive exposure and real ownership over revenue outcomes, not as a traditional HR style trainer.
What you'll do
Own and scale onboarding to accelerate ramp: You will design and continuously refine a structured 30 60 90 day onboarding program that shortens time to productivity and ensures new sales hires are confident in messaging, methodology, and live customer conversations. You will partner with frontline managers to reinforce learning through coaching, certification, and clear performance milestones.
Translate marketing strategy into field execution: You will work closely with Product Marketing to convert positioning, product launches, ROI proof points, and competitive insights into practical tools that reps use every day. This includes talk tracks, discovery guides, outbound messaging, and sales plays that directly influence pipeline creation and deal progression.
Elevate outbound motion and pipeline generation: You will partner with Sales Leadership to optimize prospecting cadence, messaging consistency, and outbound workflows. Your work will create a steady enablement rhythm tied directly to pipeline growth and improved conversion rates.
Drive consistent sales process and methodology adoption: You will support the rollout and reinforcement of sales methodologies such as MEDDIC, Challenger, or similar frameworks. Beyond training, you will ensure adoption through coaching, call reviews, and alignment with daily workflows.
Lead enablement rhythms and cross functional alignment: You will own key enablement forums and revenue focused GTM sessions, aligning enablement priorities with company growth objectives. You will also step into high impact cross functional initiatives that support market expansion and strategic growth.
Who you are
3 to 5+ years in Sales Enablement with experience in B2B enterprise software, preferably within a high growth SaaS environment; Prior quota carrying experience as an Account Executive or experience leading frontline sellers strongly preferred
Proven ability to partner with Product Marketing and Sales Leadership to translate strategy into frontline execution
Demonstrated success building or scaling onboarding programs that measurably reduced ramp time
Experience enabling outbound and prospecting motions, not just product training
Experience rolling out and reinforcing sales methodologies such as MEDDIC, Challenger, or similar frameworks
Strong coaching skills with a track record of driving adoption through reinforcement and manager enablement
Comfortable operating in a fast moving startup environment where you build systems while running them
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.