Director of Municipal Sales| Req #4304

Denali Water Solutions•Denver, CO

2d•Hybrid

About The Position

The Director of Municipal Sales will play a critical role in driving growth and strengthening Denali’s footprint across municipal wastewater, biosolids, composting, and environmental service programs. This role is responsible for developing and executing strategic sales initiatives that align with long-term municipal and public-sector needs. The Municipal Representative will focus on building strong relationships with city leaders, utilities, public works departments, and engineering firms to position Denali as a trusted, long-term partner. By monitoring regulatory changes, infrastructure challenges, and municipal project cycles, this role will identify new opportunities for sustainable solutions—ranging from biosolids land application and lagoon cleanouts to composting, hauling, and turnkey public-private partnerships. Ultimately, this position is centered on helping municipalities modernize their operations, reduce costs, and meet increasingly stringent environmental expectations. The Director of Municipal Sales is a senior-level sales professional responsible for driving top-line growth, expanding Denali’s municipal customer base, and deepening relationships within the public sector ecosystem. This role requires a strategic, consultative approach with a strong understanding of wastewater treatment operations, biosolids management, permitting, sustainability programs, and procurement processes (RFPs, MSAs, bid requirements, compliance standards, etc.). Success in this role depends on the ability to navigate complex municipal decision-making structures, coordinate with engineering firms and third-party consultants, and develop long-term, value-driven solutions for municipalities. The ideal candidate brings expertise in environmental services, strong communication skills, and a proven track record of managing long-cycle municipal sales opportunities.

Requirements

A tenacious, strategic seller able to influence complex municipal stakeholders.
Strong understanding of wastewater operations, biosolids management, composting, or environmental services.
Deep knowledge of municipal procurement processes (RFPs, bids, public notices, engineering review).
Excellent communication skills—able to articulate technical solutions to both operational and executive audiences.
Results-driven mindset with strong project management and organizational skills.
Experience using CRM systems (Salesforce preferred) for pipeline management.
Ability to thrive in a fast-paced, evolving environment while managing long sales cycles.
Proven success in long-cycle, multi-stakeholder sales—preferably in municipal, environmental, or engineering sectors.
Experience selling to public utilities, city governments, engineering firms, or environmental agencies.
Strong negotiation and contract skills, particularly involving municipal MSAs, RFPs, scopes of work, and compliance documents.
Ability to interpret regulatory requirements and translate them into actionable solutions for municipalities.
Proficiency in CRM systems (Salesforce) for forecasting, tracking, and reporting.
Bachelor’s degree required (Environmental Science, Business, Engineering, or related field preferred).
7–10 years of relevant experience in municipal sales or environmental services strongly preferred.

Nice To Haves

Advanced degree or certifications a plus.
Strong background in wastewater, biosolids, composting, or environmental compliance.
Excellent written, verbal, and presentation skills.

Responsibilities

Develop and execute a targeted sales strategy focused on municipal wastewater plants, public works departments, and utility authorities.
Manage long, multi-stakeholder municipal sales cycles—from initial outreach through proposals, public bidding, permitting, contracting, and award.
Create custom project solutions that align Denali’s capabilities with municipal regulatory, budgetary, and operational goals.
Lead the development of proposals, bids, and RFP responses in partnership with Legal, Ops, and Environmental Compliance.
Build and maintain trusted relationships with city managers, public works directors, utility directors, engineers, procurement leads, and elected officials.
Serve as a knowledgeable resource on biosolids management, lagoon services, composting, digester operations, and sustainability best practices.
Deliver compelling presentations at public meetings, engineering sessions, and municipal planning discussions.
Help municipalities navigate evolving regulations.
Work closely with Operations to ensure feasible, cost-effective solutions and service execution.
Coordinate with Legal on MSAs, bid specifications, indemnity language, service agreements, and compliance requirements.
Partner with Environmental Compliance to ensure regulatory alignment and accurate data for proposals.
Provide market intelligence to leadership around municipal trends, regulatory changes, and competitive activity.
Identify new municipal markets, upcoming project cycles, grant-funded opportunities, and long-term infrastructure needs.
Track competitive solutions in lagoon dredging, dewatering, hauling, composting, and land application.
Monitor state and federal funding streams (SRF, ARPA, infrastructure grants) to position Denali for future opportunities.
Maintain awareness of sustainability initiatives, recycling mandates, and regulatory shifts that impact biosolids programs.

Benefits

Competitive compensation packages
Strong focus on safety
Flexibility
Rewards and recognition
Ascend Employee Development Program
Access to over 6,000 professional courses via our Learning Management System
Comprehensive Medical (self-insured, competitive options including copay and HSA plans)
Dental & Vision coverage
Generous 401(k) match of up to 4%
Company-paid Long-Term and Short-Term Disability
Company-paid AD&D and Life Insurance
Voluntary Life for Employees & Family
Health Savings Plan
Paid Time Off (PTO) & Sick Time
9 Paid Holidays
Weekly pay
Professional Development
Employee Assistance Program
Wellness Program