Enterprise Account Executive

Klir•San Diego, CA

39d

About The Position

As a Strategic Account Executive, you will own a named set of high-value water utilities across the United States. You’ll be responsible for building multi-year relationships, creating and executing account strategies, and closing six- and seven-figure deals that materially shift how utilities operate. This is a long-cycle, high-complexity, high-touch enterprise motion. You will own your territory end-to-end — from whitespace research, to multithreaded discovery, to business case creation, to competitive evaluations and procurement navigation, to orchestrating internal and external stakeholders to win. You’ll work closely with a dedicated BDR, a Solutions Engineer, Sales Ops, Product, and Executive Sponsors — but you set the strategy and direction. Your pipeline is built through proactive outbound, strategic nurturing, and carefully sequenced multithreading across multiple layers of leadership. This role is ideal for someone who thrives in ambiguity, loves strategy and relationship-building, and can command a room at every level of a utility — from operators to CIOs to General Managers.

Requirements

A proven strategic seller
5+ years selling six-figure SaaS deals
Experience carrying a $1M+ quota
Demonstrated success in long, complex enterprise cycles
Public sector or regulated industry experience strongly preferred
A relationship builder + strategist
Exceptional at multithreading across senior leadership
Strong executive presence — credible at GM/AGM level
Skilled at navigating political environments and group decision-making
A builder with grit
Comfortable in fast-paced, growth-stage environments
Self-directed, resourceful, resilient
Thrives without perfect information
Strong written communicator (RFPs, proposals, business cases)
An accountable owner
You run your territory like a business
You overprepare, follow through, and raise the bar
You know pipeline is built, not inherited — especially in Year 1
You’re not intimidated by competition or complex procurement cycles

Responsibilities

Own and grow a named book of ~60 strategic accounts
Develop structured annual and multi-year territory plans
Build strong relationships across senior leadership (GMs, AGMs), IT, mid-management, and operator teams
Drive complex enterprise sales cycles
Run qualification, first calls, deep-dive discovery, and multithreading
Lead RFP responses for highly competitive procurement cycles
Partner with your SE for demo strategy and technical alignment
Build compelling business cases aligned to modernization, compliance, efficiency, and risk reduction initiatives
Build a world-class pipeline from day one
Work with a dedicated BDR to drive outbound campaigns
Leverage targeted account-based programs from marketing
Proactively warm accounts that may not buy this year — but will in future years
Maintain disciplined pipeline hygiene and forecasting accuracy
Orchestrate the deal team
Work closely with executive sponsors for strategic pursuits
Partner cross-functionally with Product, SE, and Customer Success to shape enterprise solutions
Lead internal strategy calls for win planning and competitive positioning
Navigate high-complexity procurement & competitive evaluations
Establish procurement relationships early
Influence evaluation criteria when possible
Drive deals through contracting, security review, legal negotiation, and board approvals
Travel regularly to advance deals
Meet stakeholders on-site for major pursuits
Expect multiple on-site visits per quarter
Attend at least two national conferences per year
For every major opportunity, expect to meet stakeholders in person at least once per cycle