Strategic Account Executive – State Government

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 12%

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120Water

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

☁️ SaaS

📋 Compliance

🏛️ Government

💰 $43M Venture Round on 2024-01

SaaS • Compliance • Government

120Water is a data management platform that brings state agencies and water utilities together to manage water quality and asset compliance. The company provides a unified system for tracking regulatory requirements, sampling and lab management, LCRI (lead and copper rule) compliance, community engagement and communications, predictive modeling (including AI-driven forecasts), and field data collection via mobile apps. 120Water’s platform is built to centralize data, streamline reporting, and help utilities and regulators maintain compliance as programs and regulations evolve.

📋 Description

• Establish, develop, and maintain senior-level relationships with state drinking water administrators, environmental agency leadership, program directors, and regulatory decision-makers • Build and execute strategic engagement plans for assigned states, including stakeholder mapping, relationship development, and long-term account planning • Develop understanding of states' regulatory priorities, program challenges, technology environments, funding mechanisms, and procurement processes • Position 120Water as a trusted technology partner for regulatory workflow modernization and program oversight • Cultivate relationships across agency leadership, program operations, information technology, procurement, and finance • Create and manage relationships with partners, integrators, and other state vendors • Represent 120Water at industry associations, regulatory conferences, state meetings, and relevant events • Own and achieve an annual new business bookings quota for assigned state government accounts • Identify, qualify, develop, and close statewide SaaS and technology-enabled services opportunities • Manage the full sales lifecycle, including prospecting, discovery, solution development, business cases, proposals, contract negotiation, procurement, and closing • Build and maintain qualified pipeline to achieve quarterly and annual sales targets • Develop multi-year account strategies for statewide implementations and expansion opportunities • Lead complex sales processes involving multiple stakeholders, extended purchasing cycles, and formal government procurement • Develop executive-level value propositions and business cases • Maintain opportunity management, forecasting, and account plans in Salesforce • Monitor regulatory initiatives, agency budgets, procurement calendars, and technology modernization programs • Develop opportunities involving compliance management, data collection, reporting, inventory management, sampling programs, and predictive analytics • Provide market intelligence for product roadmap, go-to-market strategy, 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 ensure successful transitions from sales to delivery • Support state-specific case studies, reference programs, and repeatable sales approaches • Identify and cultivate strategic partnerships with industry associations, consultants, systems integrators, and organizations serving state drinking water programs

🎯 Requirements

• 10+ years of enterprise sales, strategic business development, or public-sector technology sales experience • Demonstrated success selling software, SaaS, data platforms, or technology-enabled services to state government agencies • Proven history of achieving or exceeding individual sales quotas and closing complex, multi-stakeholder opportunities • Experience building relationships with senior public-sector executives, agency leadership, and government decision-makers • Strong understanding of government procurement processes, RFPs, contracting requirements, and public-sector budget cycles • Demonstrated ability to independently develop new markets, create opportunities, and build pipeline within strategic accounts • Exceptional consultative selling, executive communication, presentation, and negotiation skills • Ability to navigate extended sales cycles while maintaining disciplined opportunity management and forecasting • Willingness to travel regularly to develop relationships with state agencies and attend industry events • Existing relationships 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 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 developing statewide or multi-agency technology programs • Background working with water utilities, environmental consulting firms, regulatory technology companies, or state government

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