Strategic Account Executive – State Government

This is a fully remote position, open to applicants in United States.

📋 Description

• Establish, nurture, and sustain senior-level connections with state drinking water administrators, leaders of environmental agencies, program directors, and regulatory decision-makers.

• Develop and implement strategic engagement plans for designated states, which include stakeholder mapping, relationship building, and long-term account strategies.

• Gain insights into the regulatory priorities, program challenges, technology landscapes, funding mechanisms, and procurement processes of the states.

• Position 120Water as a reliable technology partner for modernizing regulatory workflows and overseeing programs.

• Foster relationships across agency leadership, program operations, information technology, procurement, and finance sectors.

• Establish and manage partnerships with integrators, vendors, and other state-related entities.

• Represent 120Water at industry associations, regulatory conferences, state meetings, and pertinent events.

• Own and accomplish an annual new business bookings target for assigned state government accounts.

• Identify, evaluate, develop, and finalize statewide SaaS and technology-enabled service opportunities.

• Oversee the entire sales lifecycle, including prospecting, discovery, solution development, business cases, proposal creation, contract negotiation, procurement, and closing.

• Build and maintain a qualified pipeline to meet quarterly and annual sales goals.

• Create multi-year account strategies for statewide implementations and growth opportunities.

• Lead intricate sales processes that involve multiple stakeholders, extended purchasing cycles, and formal government procurement procedures.

• Develop executive-level value propositions and business cases.

• Maintain opportunity management, forecasting, and account plans using Salesforce.

• Track regulatory initiatives, agency budgets, procurement schedules, and technology modernization efforts.

• Develop opportunities related to compliance management, data collection, reporting, inventory management, sampling programs, and predictive analytics.

• Provide market insights to inform product roadmaps, go-to-market strategies, and investment priorities.

• Collaborate with Product, Marketing, Professional Services, Customer Success, Revenue Operations, Solution Consulting, and sales teams.

• Partner with implementation and customer success teams to facilitate seamless transitions from sales to delivery.

• Support state-specific case studies, reference programs, and scalable sales strategies.

• Identify and foster strategic partnerships with industry associations, consultants, systems integrators, and organizations serving state drinking water programs.

⛳️ Requirements

• Over 10 years of experience in enterprise sales, strategic business development, or public-sector technology sales.

• Proven track record of successfully selling software, SaaS, data platforms, or technology-enabled services to state government agencies.

• Demonstrated history of meeting or surpassing individual sales quotas and closing complex, multi-stakeholder opportunities.

• Experience in building relationships with senior public-sector executives, agency leadership, and government decision-makers.

• Strong comprehension of government procurement processes, RFPs, contracting requirements, and public-sector budget cycles.

• Proven ability to independently develop new markets, create opportunities, and build pipelines within strategic accounts.

• Exceptional consultative selling, executive communication, presentation, and negotiation skills.

• Capability to navigate extended sales cycles while maintaining disciplined opportunity management and forecasting.

• Willingness to travel frequently to cultivate relationships with state agencies and participate in industry events.

• Existing connections with state drinking water programs, environmental agencies, or regulatory organizations.

• Experience working with state Departments of Environmental Protection, Departments of Environmental Quality, Departments of Health, or similar agencies.

• Knowledge of drinking water compliance, water quality management, LCRI, PFAS, and related regulatory programs.

• Experience in selling environmental compliance software, regulatory information systems, GIS, data management, or enterprise technology platforms.

• Familiarity with EPA programs, DWSRF funding, and state environmental technology procurement.

• Experience in developing statewide or multi-agency technology programs.

• Background in working with water utilities, environmental consulting firms, regulatory technology companies, or state government entities.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance.

• Flexible work hours and remote working options.

• Opportunities for professional development and training.

• Generous paid time off and holiday policies.

• Retirement plan options with company matching.