Strategic Account Executive
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Job Description
Strategic Account Executive responsible for building relationships with water utilities across the US. Driving complex enterprise sales cycles and maintaining a strategic account portfolio for growth.
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 healthy 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
Requirements:
- A proven strategic seller
- 5+ years selling six-figure SaaS deals
- Experience carrying, meeting, and exceeding 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.
Benefits:
- Benefit package
- Unlimited vacation
- MacBook
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