Strategic Account Executive - State Government

120 Water, Inc.; United States; Remote; USD 150,000 - 230,000; Full time

Job summary

120Water is seeking a Strategic Account Executive for State Government Sales to lead executive-level engagements with state regulators and environmental agencies across the United States. You will drive new revenue through complex, consultative deals, build statewide programs, and manage long-term state partnerships.

Ideal candidates bring a track record of selling enterprise software or data platforms to public-sector clients, with strong negotiation and forecasting skills, and the ability to

Qualifications

• 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.

Responsibilities

• Establish, develop, and maintain senior-level relationships with state drinking water administrators and regulatory decision-makers.
• Own and achieve an annual new business bookings quota for assigned state government accounts.
• Manage the full sales lifecycle from prospecting to contract negotiation and closing.
• Develop statewide engagement plans and multi-year account strategies.
• Maintain accurate opportunity management, forecasting, and account plans in Salesforce.

Skills

Enterprise sales

Public sector sales

Executive relationships

Consultative selling

Forecasting

Negotiation

Tools

Salesforce

Job description

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Strategic Account Executive - State Government

S&M : General Full Time US

2 days ago Requisition ID: 1016

120Water | State Accounts

Department: Sales Reports to: Chief Revenue Officer Location: Remote, United States Travel: Approximately 30–40% Position Type: Full-time, Individual Contributor

Position Overview

120Water is seeking an experienced, highly motivated Strategic Account Executive, State Government Sales to lead our commercial engagement with state water regulatory agencies and other state-level government organizations.

This individual will be responsible for developing and maintaining executive-level relationships with state regulators, identifying statewide technology and services opportunities, and driving new revenue through complex, consultative sales engagements.

The ideal candidate combines a strong understanding of the state government ecosystem with demonstrated success selling enterprise software, data platforms, or technology-enabled services into public-sector organizations.

This is a strategic, quota-carrying sales position requiring the ability to build trusted relationships with regulatory leaders while translating complex program challenges into actionable commercial opportunities.

The AE will serve as a key voice of the customer, helping 120Water understand emerging state priorities and position the company as a trusted technology partner for statewide drinking water program modernization.

Key Responsibilities

State Government Relationship Development

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

Build and execute strategic engagement plans for assigned states, including stakeholder mapping, relationship development, and long-term account planning.

Develop a deep understanding of each state's regulatory priorities, program challenges, technology environment, funding mechanisms, and procurement processes.

Position 120Water as a trusted technology partner capable of helping states modernize regulatory workflows, improve program oversight, and better support their regulated water systems.

Cultivate relationships across agency leadership, program operations, information technology, procurement, and finance.

Create and manage relationships with partners, integrators, and other state vendors whose interests align with 120Water’s strategy.

Represent 120Water at industry associations, regulatory conferences, state meetings, and other 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 case creation, proposals, contract negotiation, procurement, and closing.

Build and maintain a qualified pipeline sufficient to consistently achieve quarterly and annual sales targets.

Develop multi-year account strategies that support both initial statewide implementations and subsequent expansion opportunities.

Lead complex sales processes involving multiple stakeholders, extended purchasing cycles, and formal government procurement requirements.

Develop executive-level value propositions and compelling business cases that demonstrate operational, regulatory, and financial outcomes.

Maintain accurate opportunity management, forecasting, and account plans in Salesforce.

Regulatory Program & Market Development

Maintain a working understanding of federal and state drinking and waste water regulations, including the Lead and Copper Rule Improvements (LCRI), Emerging Contaminants, and other compliance priorities.

Identify how regulatory changes, program funding, and state modernization initiatives create opportunities for 120Water's technology and services.

Understand the role of federal funding, Drinking Water State Revolving Funds (DWSRF), grants, and other state and federal funding mechanisms in technology procurement and program execution.

Monitor state regulatory initiatives, agency budgets, procurement calendars, and technology modernization programs.

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

Identify opportunities where state-level technology investments can drive broader adoption of 120Water solutions across regulated water utilities.

Provide market intelligence to inform 120Water's product roadmap, go-to-market strategy, and investment priorities.

Cross-Functional Collaboration

Partner closely with Product, Marketing, Professional Services, Customer Success, and Revenue Operations to align statewide opportunities with 120Water's strategic capabilities.

Collaborate with commercial and strategic sales teams to develop coordinated state and utility engagement strategies.

Work with Solution Consulting and Product teams to translate state requirements into compelling solutions and proposals.

Partner with implementation and customer success teams to ensure successful transitions from sales to delivery.

Support the development of state-specific case studies, reference programs, and repeatable sales approaches.

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

Qualifications

Required

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.

Preferred

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.

Success Measures

Success in this role will be evaluated through a combination of revenue performance, pipeline development, strategic account penetration, and long-term growth of 120Water's state government business.

Revenue & Commercial Performance

Achievement of annual new business bookings quota.

Generation of qualified statewide SaaS and services pipeline.

Pipeline coverage, opportunity progression, win rates, and forecast accuracy.

Growth in new state agency customers and expansion of existing relationships.

Strategic State Development

Development and execution of documented strategic account plans.

Establishment of meaningful relationships with senior agency decision-makers.

Identification and advancement of funded state-level initiatives.

Expansion of 120Water's strategic presence and commercial opportunities within target states.

Market Development

Identification of new state regulatory and technology modernization opportunities.

Contribution to repeatable statewide sales motions and referenceable customer successes.

Effective collaboration with internal teams to translate state requirements into commercially viable solutions.

Why 120Water

This is an opportunity to play a pivotal role in expanding 120Water's position as a leading technology & services partner for state drinking and waste water programs.

The AE will help shape how states modernize their regulatory infrastructure, connect with the utilities they oversee, and leverage data to improve drinking and waste water compliance and program execution.

The role offers meaningful ownership, executive visibility, and the opportunity to build on a strategically important segment of 120Water's business.