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 is a venture-backed early-stage climate tech startup that is the leader in wildfire early detection, leveraging the latest advancements in IoT, AI, satellites, and SaaS software to deliver actionable intelligence to customers. Pano leverages mountaintop cameras and satellites to detect the first traces of smoke and put real-time fire images in the hands of asset owners and first responders to speed up containment. Pano is already partnering with major utilities, fire authorities, and government agencies in the USA and Australia. Recent media coverage includes being named one of the Top 10 most innovative companies in AI of 2023 by FastCompany and recipient of the Innovative Mobile Service and Application Award at Mobile World Congress through our partnership with T-Mobile.

Pano brings together a diverse team bridging frontline, wildland firefighting experience with best-in-class know-how in operations, logistics, artificial intelligence, and software. Our team is composed of experienced technology professionals from companies such as Apple, Cisco, Nest, DoorDash and Meta. Headquartered in San Francisco with an office and factory in the Mission District, our hybrid team works from locations around the world. Founded in mid-2020, we’ve raised over $40M from leading VC funds. 

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.

• 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.

• 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.