State and Local Strategic Account Manager

Join ICEYE as a State and Local Strategic Account Manager, where you will be responsible for building relationships with state and local government agencies and selling our natural disaster solutions. You will develop and manage your own pipeline, navigate government procurement processes, and translate geospatial and water resources concepts into clear value for both technical users and executive decision makers. This role requires a track record of self-sourcing pipeline, closing deals, and meeting or exceeding quotas, as well as a background in water resources and experience selling complex solutions to state and local government.

• Establish and maintain relationships with state and local government agencies, focusing on selling natural disaster solutions.
• Develop and manage a sales pipeline, from prospecting and discovery through procurement and close, while serving as a trusted partner to customers.
• Navigate government procurement processes, including RFIs, RFPs, RFQs, grant funding, and budget cycles, to successfully close deals.

• A track record of self-sourcing pipeline, closing your own deals and meeting or exceeding quota, working independently without close supervision
• Demonstrated consultative sales approach, with the ability to diagnose needs and tie solutions to operational outcomes
• Willingness and ability to travel to customer sites, agency meetings, and industry conferences
• Water resources background, in either engineering (e.g., hydrology, hydraulics, flood modeling, stormwater) or water resources sales
• Proven experience selling complex, multi-stakeholder solutions to state and local government
• Familiarity with government procurement processes and funding mechanisms
• Working knowledge of geospatial concepts and technology (e.g., GIS, remote sensing, mapping, or spatial analytics)
• Strong communication, presentation, and relationship-building skills, with the ability to speak credibly to both technical and non-technical audiences
• 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