Commercial Account Manager

120Water• US,

4d•Remote

About The Position

The Commercial Account Manager owns a portfolio of mid-sized utility and municipal accounts, with responsibility for customer retention, renewals, and account growth. The role ensures customers realize measurable value from 120Water’s SaaS platform, presents relevant offerings, and forecasts renewal and expansion results accurately. Customers vary in size and program maturity, so the Account Manager must understand their needs and position appropriate next steps. The position partners with Customer Success, Onboarding, Product, Support, and Finance to coordinate customer outcomes, surface risks, and communicate customer feedback internally. The role is customer-facing for most of the week, with occasional travel for customer site visits and regional water association events. HubSpot is the system of record for pipeline and forecasting, and the team follows weekly and monthly review rhythms. The Account Manager is expected to understand the regulatory environment customers operate in, including LCRR and LCRI, Consumer Confidence Reports, and state primacy agency requirements. An engineering background is not required, but regulatory fluency is expected.

Requirements

At least 5 years of experience in account management, customer success, or quota-carrying sales, or equivalent experience in the water or utility industry.
For equivalent water or utility industry experience, working knowledge of how utilities budget, procure, and manage change orders and contract amendments.
A demonstrated track record of managing customers and accounts, with results that can be explained.
Strong organization across a large book of accounts and consistent CRM maintenance.
Clear, direct communication with customers and colleagues.
Curiosity and willingness to learn how customers run their programs and continue building industry knowledge.
Fluency in the regulatory environment relevant to customers, including LCRR and LCRI, Consumer Confidence Reports, and state primacy agency requirements.

Nice To Haves

Experience selling to water utilities, municipalities, or other public sector customers, or familiarity with drinking water compliance.
HubSpot experience.
Comfort presenting at conferences or industry events.

Responsibilities

Own retention and growth for a portfolio of commercial accounts, with renewal rate, net revenue retention, and expansion bookings as core metrics.
Build and maintain account plans for strategic customers, covering stakeholders, purchased products, adoption, risk, and growth opportunities.
Plan renewals early by understanding contract terms, budget cycles, and decision-makers; secure multi-year agreements when they serve the customer.
Identify and close expansion opportunities through structured discovery, clear expansion hypotheses, and accurate pipeline management.
Maintain accurate HubSpot stages, next steps, and forecasts each week.
Create customer advocates and represent commercial customers internally by developing references, referrals, case studies, and conference speakers, and sharing customer perspectives with product, marketing, and leadership.
Understand relevant customer regulations, including LCRR and LCRI, Consumer Confidence Reports, and state primacy agency requirements.
Conduct customer conversations, including renewal planning, program check-ins, business reviews, product discovery, and project tracking.
Coordinate with onboarding, support, and product teams on behalf of customers, flag risks early, and relay customer feedback.
Participate in weekly manager 1:1s, monthly goal and results reviews, weekly pipeline updates, and team meetings.