Director of Government Sales - East Coast USA
About the role
BlueGreen Water Technologies is seeking an experienced, hands-on Senior Director of Government Sales to drive revenue growth and large-scale government business opportunities for its innovative water quality and environmental solutions.
Key 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.
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.
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.
Skills and Qualifications
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.