Strategic Account Executive - State Government

120Water• US,

1d•Remote

About The Position

120Water is seeking an experienced Strategic Account Executive to lead commercial engagement with state water regulatory agencies and other state-level government organizations. The role develops and maintains executive relationships, identifies statewide technology and services opportunities, and drives new revenue through complex, consultative sales engagements. The position is a strategic, quota-carrying individual contributor role and serves as a key voice of the customer, helping 120Water understand state priorities and position itself as a technology partner for statewide drinking water program modernization. The Strategic Account Executive owns assigned state government accounts and their new-business bookings quota. Responsibilities span strategic account planning, prospecting, discovery, solution development, business cases, proposals, negotiation, procurement, and closing. The role also tracks regulations, funding mechanisms, budgets, and modernization initiatives to identify opportunities for 120Water's solutions, while providing market intelligence and coordinating with internal teams and external partners. The position is remote in the United States and requires approximately 30–40% travel. It is full-time and an individual contributor role reporting to the Chief Revenue Officer.

Requirements

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.

Nice To Haves

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.

Responsibilities

Establish, develop, and maintain senior-level relationships with state drinking water administrators, environmental agency leaders, program directors, and other regulatory decision-makers.
Develop and execute strategic engagement plans for assigned states, including stakeholder mapping, relationship development, and long-term account planning.
Understand state regulatory priorities, program challenges, technology environments, funding mechanisms, and procurement processes.
Position 120Water as a technology partner for modernizing regulatory workflows, improving program oversight, and supporting regulated water systems.
Cultivate relationships across agency leadership, program operations, information technology, procurement, and finance.
Build relationships with partners, integrators, and other state vendors aligned with 120Water's strategy.
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, from prospecting and discovery through solution development, business cases, proposals, negotiation, procurement, and closing.
Build and maintain a qualified pipeline to support quarterly and annual sales targets.
Develop multi-year account strategies for statewide implementations and subsequent expansion opportunities.
Lead complex sales involving multiple stakeholders, extended purchasing cycles, and formal government procurement requirements.
Develop executive-level value propositions and business cases demonstrating operational, regulatory, and financial outcomes.
Maintain accurate opportunity management, forecasting, and account plans in Salesforce.
Maintain working knowledge of federal and state drinking and wastewater regulations, including LCRI and emerging contaminants.
Identify opportunities created by regulatory changes, funding, and state modernization initiatives.
Understand federal funding, DWSRF, grants, and other state and federal funding mechanisms relevant to technology procurement and program execution.
Monitor state regulatory initiatives, agency budgets, procurement calendars, and technology modernization programs.
Develop opportunities for statewide compliance management, data collection, reporting, inventory management, sampling programs, and predictive analytics.
Identify state-level technology investments that may support broader adoption of 120Water solutions across regulated water utilities.
Provide market intelligence to inform product roadmap, go-to-market strategy, and investment priorities.
Partner with Product, Marketing, Professional Services, Customer Success, and Revenue Operations to align opportunities with 120Water's capabilities.
Collaborate with commercial and strategic sales teams on coordinated state and utility engagement strategies.
Work with Solution Consulting and Product teams to translate state requirements into solutions and proposals.
Coordinate with implementation and customer success teams to support 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.