5-7 years of experience in sales to state and local government agencies
Strong consultative sales skills with a focus on operational outcomes
Proven ability to self-source leads and close deals independently
Knowledge of geospatial technology and concepts (GIS, remote sensing)
Background in water resources engineering or sales
Familiarity with government procurement processes
Excellent communication and relationship-building skills
Responsibilities
Sell solutions that enhance disaster preparedness and recovery for government organizations
Conduct consultative discovery to identify operational challenges and align solutions
Lead the entire sales cycle from prospecting to contract negotiation
Navigate government procurement processes including RFIs and RFPs
Translate technical concepts into clear value propositions for diverse audiences
Build relationships with key stakeholders in state and local government
Collaborate with leadership to develop and execute sales strategies
Benefits
Remote work flexibility
Opportunity to shape disaster response strategies
Engagement with diverse stakeholders in government
Participation in industry conferences and events
Access to a supportive sales team and resources
Full Job Description
Role highlights:
State and Local Strategic Account Manager
Location: US (Remote)
Department: Solutions Sales
Reports to: Head of Government Solutions, North America
Employment type: Permanent
Workplace model: Remote
Employment is subject to applicable security screening (incl. SUPO, where required)
Why this role matters:
As a State and Local Strategic Account Manager, you will own relationships with state and local government agencies and sell our full portfolio of natural disaster solutions. You will also be uniquely positioned to bring our flood predictive insights to emergency managers, public safety leaders, and resilience planners who need better information before, during, and after an event.
You will develop and manage your own pipeline, from prospecting and discovery through procurement and close, while serving as a trusted partner to your customers. Your work will directly shape how states and communities anticipate risk, protect residents, and recover faster.
Your day-to-day responsibilities
Sell a solution that helps government organizations better prepare for, respond to, and recover from natural disasters, with a focus on emergency management agencies, public safety, and water resource and floodplain management organizations
Run consultative discovery conversations to understand each agency's operational challenges, such as flood preparedness, response, and recovery, and map them to our solutions, applying outside-the-box thinking to complex sales processes
While you will work closely at ICEYE with sales development representatives, solution engineers, and customer success managers, you'll also need to be able to lead the full sales cycle from first contact through close, including demos, technical discussions, proposals, pricing, and contract negotiation
Navigate government procurement, including RFIs, RFPs, RFQs, grant funding, and budget cycles
Translate geospatial and water resources concepts into clear, outcome-focused value for both technical users and executive decision makers
Develop key relationships with multiple stakeholders across state and local government, including emergency managers, GIS teams, floodplain managers, procurement officers, and elected or appointed officials
Work closely with the Head of North America to develop and execute short and long term sales strategy
Maintain accurate forecasting, pipeline hygiene, and account plans in the CRM
Travel occasionally to meet customers and prospects in person, attend state and regional emergency management events and industry conferences, and conduct on-site demos and workshops, while sharing market feedback with internal teams
What we're looking for
Must haves:
Proven experience selling complex, multi-stakeholder solutions to state and local government
Demonstrated consultative sales approach, with the ability to diagnose needs and tie solutions to operational outcomes
A track record of self-sourcing pipeline, closing your own deals and meeting or exceeding quota, working independently without close supervision
Working knowledge of geospatial concepts and technology (e.g., GIS, remote sensing, mapping, or spatial analytics)
Water resources background, in either engineering (e.g., hydrology, hydraulics, flood modeling, stormwater) or water resources sales
Familiarity with government procurement processes and funding mechanisms
Strong communication, presentation, and relationship-building skills, with the ability to speak credibly to both technical and non-technical audiences
Willingness and ability to travel to customer sites, agency meetings, and industry conferences
Nice to haves:
Direct experience working with or within emergency management, public safety, or disaster response organizations
Existing relationships with state and local emergency management agencies or associations
Familiarity with FEMA grant programs (e.g., BRIC, HMGP) and how agencies fund resilience and mitigation projects
Knowledge of flood risk, floodplain management, or earth observation data (e.g., satellite imagery, SAR)
Experience with CRM and sales tools such as Salesforce
