DescriptionDirector of Government Sales - East Coast USAThis is a senior individual contributor role with full ownership of the B2G sales cycle.
The ideal candidate is a proven government sales professional with a strong hunter and results-driven mentality and a demonstrated track record of personally developing, leading, and closing complex government and public-sector transactions valued at $10M+.
Engagement Type: Contract Labor or direct employment.
Responsibilities- Develop and execute the U.S. Government Go-to-Market (GTM) and sales strategy, with clear ownership of revenue targets, market penetration, and contract wins.
- Demonstrated track record of personally originating, developing, leading, and closing individual government or public-sector transactions valued at $10M+.
- Build, own, and continuously maintain a strong and growing pipeline of large-scale government opportunities across U.S. federal, state ensuring a consistent flow of qualified opportunities.
- Identify, originate, and drive new business opportunities from initial engagement through signed contract, proactively opening doors, creating demand, overcoming obstacles, and delivering measurable sales results.
- Identify and leverage relevant government funding, regulatory priorities, and environmental initiatives that can create and accelerate demand for the company's water quality solutions.
- Personally lead the full sales cycle, including prospecting, customer engagement, opportunity qualification, proposal development, procurement, commercial negotiations, and contract award.
- Develop and maintain strong relationships with government agencies, municipalities, public authorities, utilities, senior decision-makers, procurement officials, strategic partners, and other key stakeholders to create, advance, and close business opportunities.
- Navigate government procurement processes, acquisition and contracting mechanisms, RFPs, budget cycles, contract vehicles, and complex multi-stakeholder decision processes.
- Maintain complete, accurate, and up-to-date information on leads, accounts, opportunities, customer interactions, pipeline stages, expected contract values, probabilities, next steps, and forecasts in the company's CRM system, ensuring disciplined follow-up and full pipeline visibility.
- Provide accurate and timely sales forecasts, pipeline analysis, and progress reporting to the CEO and leadership team, identifying risks, gaps, and actions required to achieve revenue targets.
- Monitor government priorities, customer needs, funding opportunities, procurement trends, market developments, and competitor activity, and translate these insights into actionable sales opportunities.
- Work closely with the company's scientific, operational, product, marketing, finance, and leadership teams to develop compelling solutions, proposals, and value propositions that advance and close deals.
- Represent BlueGreen Water Technologies in meetings with senior government stakeholders and at relevant industry events, conferences, and government forums.
Requirements- 10+ years of proven B2G, government, or public-sector sales experience in the United States.
- Strong preference for candidates with experience in the water, wastewater, environmental, or related sectors and a solid understanding of the market and key industry stakeholders.
- Demonstrated track record of personally originating, developing, leading, and closing individual government or public-sector transactions valued at $10M+.
- Proven success in generating net-new business, building a strong and sustainable pipeline, and consistently converting opportunities into signed contracts and revenue.
- Deep understanding of U.S. federal, state, and local government procurement processes, contracting mechanisms, budget cycles, RFP processes, and relevant contract vehicles.
- Strong network and demonstrated ability to establish relationships with senior government decision-makers, procurement officials, and other key public-sector stakeholders.
- Proven ability to independently manage long, complex, multi-stakeholder government sales cycles from opportunity creation through contract award.
- Strong hunter mentality, commercial drive, persistence, and demonstrated ability to take ownership and make things happen.
- Excellent communication, presentation, proposal development, and commercial negotiation skills.
- Strong CRM discipline and demonstrated experience managing pipeline, opportunity stages, forecasting, follow-up, and sales reporting.
- Highly self-driven, hands-on, accountable, and comfortable operating independently as a senior individual contributor.
- Strong strategic and analytical capabilities with the ability to translate complex technical solutions into clear business and mission value for government customers.
- Agile and adaptable, with the ability to operate effectively in a fast-paced and evolving environment.
- Bachelor's degree required, preferably in Environmental Science, Water Resources, Business, or another field relevant to the role. An MBA is a plus
- Experience leveraging AI tools for market intelligence, opportunity identification, sales effectiveness, and strategic planning.
- Travel: Ability and willingness to travel across the United States based on business needs.
- Excellent written, verbal, and presentation skills in English.
