About Pani

Pani builds AI for water and wastewater treatment plants. Our platform — Pani Zed Core — gives plants an always-on team of expert AI agents that audit operations, run autonomous jobs, and answer any question about the plant. Plants find real OpEx savings opportunities in their own data, and consultants use the tool to scope billable work at clients.

We are creating a category — Process Operations AI — for an industry that has been underserved by software for decades. We were named to the Global Cleantech 100 for 2025 and 2026. 100+ treatment operations and partners worldwide have deployed Zed.

This year we shipped Zed Core: a unified platform with two named components, Agent Zed (autonomous jobs) and Ask Zed (conversational plant intelligence), with a free 48-hour audit as the front door. The product is real, the customers are paying, the category is ours to define. Now we need someone to build the growth engine that gets Zed Core in front of every plant operator and consultant on the continent.

The role

You are the Zed Core PLG flywheel owner. You walk into Monday morning with one number — paid Zed Core subscription ARR — and three moves you are shipping to grow it. You own self-serve from first touch through conversion, the partner and affiliate channel from scratch, the content and website as growth assets, and the qualified pipeline you wrap and hand to the Enterprise Sales team.

You are an individual operator with a direct line to the CEO. You ghostwrite the founder. You do not wait for engineering or a designer. You ship.

What you’ll own

• Self-serve subscription growth. Subs, trial-to-paid, activation. One number you own end-to-end. Weekly experiments shipped, not planned.
• The partner and affiliate channel from zero. Recruit, enable, attribute, wrap leads. Solution providers, trade associations, software platforms, OEMs — anyone whose surface area helps water operators meet Zed. This is the velocity lever once paid and organic plateau.
• Top-of-funnel across every channel that earns it. Paid (LinkedIn, Google), organic (founder ghostwriting, company channels), SEO and content distribution, vertical plays (WEFTEC, trade press). Sequence them, kill the losers fast, double down on winners.
• Pricing and packaging experimentation. Tier tests, trial lengths and limits, upsell paths, price anchoring, grandfathering. The 2026 pricing rebuild is live — your job is to test inside it, not rebuild it.
• Content and website as growth assets. Category voice under your own byline plus ghostwriting the CEO. Landing pages, site flows, conversion surfaces — rebuilt with before/after numbers, not opinions.
• Qualified enterprise pipeline for Sales. Generate, score, hand off. Close the loop with Sales on what converted and optimize the funnel.

What success looks like

You will own three numbers:

1. Zed Core subscription ARR — the primary one. Monthly ARR added across PLG, partner-sourced, and sales-wrapped. You walk into MBR with the number and the three moves behind it.
2. Subscription growth rate (MoM) — velocity on paid subs. Once paid and organic plateau, the partner channel becomes the lever.
3. Qualified enterprise pipeline handed to Sales — ICP-fit accounts, decision-maker engaged, a quality bar Sales actually values.

About you

You are a B2B SaaS growth operator with 5–8 years total and 3+ years owning a number — subs, ARR, or pipeline. You have watched a company transition from founder-led to scaled growth. You have been the person pointed at when self-serve missed, and you can tell the story of the starting number, the ending number, and the three moves that changed it.

We expect you to bring real, named experience in:

• Self-serve revenue ownership. You owned it. You did not contribute to it.
• Partner, affiliate, or referral channels. You have built or scaled one to 15%+ of net-new revenue. You know the difference between an affiliate program (transactional, volume) and a strategic partnership (high ACV, longer cycle).
• Pricing and packaging. You have shipped at least one pricing, tier, or trial change with a measurable lift you can name.
• Multi-channel top-of-funnel. Paid, organic, SEO, content distribution, vertical plays. You sequence and kill, you do not over-index on one lever.
• Writing. You publish under your own name. You can ghostwrite a CEO. You write in a category voice, not a brief writer’s voice.
• Conversion math. You can model visitor → trial → activated → paid in a spreadsheet with real ranges. You size experiments, read results, kill losers without ego.

Industry fit

Industrial SaaS, dev tools, data/AI products, vertical B2B (proptech, construction, manufacturing). You are not scared of plant, ops, or AI complexity. Water or utilities exposure is a plus, not required.

Stage fit

You have operated at Series A through early Series C. You built a flywheel, you did not inherit one. You are comfortable on a small distributed team with no backlog handed to you.

Green flags we look for

• Shipped a self-serve revenue line you can describe in numbers
• Built or scaled a partner/affiliate channel past 15% of net-new revenue
• Shipped a pricing, tier, or trial change with measurable lift
• Publishes under their own name; can ghostwrite a founder
• Sequences paid + organic + partnerships without over-indexing
• Uses AI tools aggressively in their own workflow
• Marketed industrial IoT, dev tools, data, AI, or vertical B2B

Not a fit if

• You have only led teams, never personally shipped growth experiments
• “Partnerships” on your resume but you cannot name an attribution model or a % of revenue figure
• Career built at peak-Shopify or peak-Hootsuite where demand walked in
• “Growth hacker” identity — paid channels only, no pricing, content, or partner chops
• Classic launch PMM or brand/PR background
• SDR who grew into marketing and defaults to outbound only
• No US-market exposure, anti-AI, or over-reliant on Reforge frameworks

Location and working style

Vancouver preferred — we have a hub here and the energy of an in-person team matters at this stage. Remote in North America considered for the right operator. You will have a direct line to the CEO and a small distributed team around you.

How to apply

Send us three things:

1. The starting number, the ending number, and the three moves that changed it — from a self-serve revenue line you owned.
2. Three writing samples in your own voice and one ghostwritten piece.
3. A sketch of the first 90 days you would spend in this role, channel by channel.

Apply by sending your materials to careers@panienergy.com.