Strategic Account Executive – State Government

120Water

. Establish, develop, and maintain senior-level relationships with state drinking water administrators, environmental agency leadership, program directors, and regulatory decision-makers .

Posted 11/5/2026full-timeRemote • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates extensive experience in enterprise sales and strategic business development within the public sector, particularly in selling software and technology-enabled services to state government agencies. Proven ability to build senior-level relationships, navigate complex procurement processes, and achieve sales targets through consultative selling and effective communication.

Highest-signal resume keywords

Enterprise Sales ExperiencePublic-Sector Technology SalesGovernment Procurement ProcessesConsultative Selling SkillsRelationship Building with Senior Executives

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

SaaS SalesData PlatformsOpportunity ManagementSalesforceContract NegotiationPipeline DevelopmentRegulatory ComplianceBusiness Case DevelopmentForecastingRFP Management

Soft Skills

Executive CommunicationPresentation SkillsNegotiation SkillsConsultative SellingRelationship Management

Tools & Technologies

SalesforceRegulatory Information SystemsData Management PlatformsGISEnvironmental Compliance Software

Industry Keywords

Drinking Water ComplianceEnvironmental AgenciesState GovernmentPublic-Sector Budget CyclesEPA ProgramsDWSRF FundingWater Quality ManagementPFASLCRIEnvironmental Consulting

About the role

Key responsibilities & impact

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

What you’ll need

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