Role Description

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, Solutions Engineers, 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 earn trust at every level of a utility - from operators to CIOs to General Managers.

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

Travel is a critical accelerator in this motion.

• Meet stakeholders on-site for major pursuits, and expect travel to be a real and regular part of this role
• For every major opportunity, expect to meet stakeholders in person at least once per cycle

Requirements (Sound like you?)

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

Success in This Role Looks Like

• A deep, strategically nurtured pipeline - built, not inherited, and accurately forecasted from day one
• Rigorous stage discipline and data accuracy that leadership can actually make decisions from
• Closed revenue that compounds - initial wins that grow into multi-year, expanding relationships
• A territory that runs like a business - structured, planned, and sophisticated in its multithreading
• A BDR partnership that elevates the whole motion, not just executes it

Our Commitment To You

Meaningful Impact

Your work directly supports the people responsible for delivering safe drinking water and managing wastewater for millions of people.

Hybrid Flexibility

Work in a hybrid model based in Dublin, balancing in-person collaboration with focused remote work.

Strong Team Culture

We value honesty, accountability, and collaboration. We take our mission seriously while supporting one another and enjoying the work.

Growth & Development

You'll design and evolve customer-centric technical architectures, with the opportunity to broaden your impact across solution strategy, customer partnerships, and cross-functional delivery as the company scales.

Our Values

Honesty. Audacity. Unity. These guide how we work with customers and with each other.

Commitment to Your Growth

You'll work with leaders dedicated to coaching, transparency, and helping you become your best professional self.

Compensation & Timing & Travel

• Salary: US$130,000-$150,000 annually + commission
• Benefits: Benefit package, unlimited vacation, MacBook
• Travel: Traveling for company events, conferences and meetings with prospects
• Timing: Immediate opening