The Role
We are hiring a Director of Enterprise Sales to drive net-new logo acquisition and revenue growth within utilities, desalination, industrial water and wastewater treatment. This is a hands-on, quota-carrying sales role with small team management of 1-2 AE. The successful candidate will focus on hunting, opening, and closing new enterprise accounts. The role is approximately 80% direct sales and revenue generation, with 20% team management, and the opportunity to evolve into a leadership position as the company scales.
Location is flexible – clients in North America - with 10–25% travel for client visits and conferences, and ICP is private plant owners & operators, contract operators, PE-backed water platforms, and large industrial asset owners.
Required Experience
- Tenure:
8–15 years in B2B enterprise sales, with at least 3 years selling enterprise software (with below profile) or technology into industrial, operational, or asset-heavy environments.
- Deal Profile:
Proven track record closing net-new logos at $30K–$100K+ ACV through consultative, multi-stakeholder sales cycles. Experience with land-and-expand or pilot-to-enterprise progression.
- Industry:
Direct experience selling into industrial customers or large asset owners - water/wastewater utilities, desalination, O&G midstream, process manufacturing, or infrastructure operators. Alternatively, experience with IoT, analytics, or operational intelligence platforms sold into similar environments.
- Technical Credibility:
Engineering degree or equivalent technical depth to credibly discuss plant operations, SCADA/PLC data, process optimization, and operational efficiency with engineering-led buyers. A background in water treatment, wastewater, membrane technology, or related disciplines is a strong plus; otherwise, the ability to rapidly learn complex technical domains is essential.
- Stakeholder Range:
Able to engage effectively across the full buyer spectrum- from on-the-ground plant managers and operators to C-suite executives (COO, VP Operations, GM). Comfortable shifting between operational detail and strategic ROI conversations.
- Pipeline Generation:
Self-starter who builds their own pipeline through targeted outbound, conference networking, and referral development. While there will be some support on generating pipeline from the internal top-funnel team, this is not a completely inbound-fed role.
Key Responsibilities
- Own the full sales cycle for new customer acquisition, from prospecting to close
- Sell an enterprise-grade industrial software platform into complex operational environments
- Engage and influence technical and commercial decision-makers: Plant Managers, Contract Operators, VP Operations, COOs, Procurement, and PE portfolio operations teams
- Develop and maintain a strong pipeline of qualified opportunities; clearly articulate technical value, ROI, and operational impact to engineering-led buyers
- Represent the company at industry events, conferences, and select client visits
- Steering the team, helping to ensure process and data hygiene.
Additional Assets (Not Required)
- Existing network or relationships within the water/wastewater treatment industry, contract operators, or PE-backed infrastructure platforms
- Experience selling into private equity-backed operators where operational improvement mandates drive technology adoption across portfolio companies
- Direct experience with desalination (SWRO/BWRO), municipal wastewater, or industrial water reuse operations
- Track record in a startup or scale-up environment with limited brand recognition and no established inbound engine
- Experience leveraging OEM, integrator, or contract operator partnerships to source and accelerate deals
