Director of Product Partnerships

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: Pano AI is a 90-person growth stage start-up, headquartered in San Francisco, that is 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.

Fast Company named Pano AI one of the Top 10 most innovative companies in AI of 2023. Pano AI has also been featured in the Wall Street Journal, Bloomberg, NBC News, and a national TV commercial produced by strategic partner T-Mobile. With dozens of government and enterprise customers, its reach extends across 10 states in the U.S., five states in Australia, and BC, Canada, helping protect more than 20 million acres of land. Backed by $45M in venture capital funding, investors include Congruent Ventures, Initialized Capital, Salesforce Ventures, T-Mobile Ventures, and Valor Equity Partners. Learn more at https://www.pano.ai/.

The Role 

We are looking for a Director of Product Partnerships to spearhead our efforts in building and scaling our suite of product integrations and strategic partnerships . As the Director of Product Partnerships, you will lead the strategy, development, and execution of win-win partnerships that enhance our product offering, deliver value to our customers, drive revenue growth, and strengthen the burgeoning wildfire tech ecosystem. You will work closely with product, engineering, sales, and marketing teams, as well as Pano’s co-founders, Sonia and Arvind, to identify, negotiate, and manage key partnerships with other key technology providers in our ecosystem, from early stage start-ups, to government laboratories, to universities, to fortune 500 companies.

What you’ll do

• Develop and execute a comprehensive product partnership strategy aligned with business objectives.
• Identify, evaluate, and establish strategic partnerships with technology providers to enhance our product capabilities.
• Negotiate partnership agreements, ensuring mutually beneficial terms and sustainable growth.
• Collaborate with product and engineering teams to integrate partner technologies into our platform.
• Work with sales and marketing teams to develop go-to-market strategies for partner-driven solutions.
• Monitor and analyze partnership performance, ensuring alignment with KPIs and business goals.
• Stay ahead of industry trends, competitive landscape, and emerging technologies to inform partnership decisions.
• Act as a key representative of the company at industry conferences, events, and partner meetings.

What you’ll bring

• 10+ years of experience in product partnerships, business development, or strategic alliances within a B2B SaaS technology environment.
• Proven track record of building and managing technology partnerships that drive business impact.
• Preferred: Strong understanding of AI, IoT, geospatial data, climate mitigation, or hazard detection technologies.
• Exceptional negotiation, communication, and relationship-building skills.
• Ability to work cross-functionally with product, engineering, and commercial teams.
• Ability to thrive in a fast-paced, high-growth startup environment.

Pano is an equal opportunity employer committed to recruiting and supporting our team-members regardless of where they come from. We do not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.