State and Local Strategic Account Manager

About this role

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.

WHO WE ARE

ICEYE is the world leader in sovereign intelligence from space. We deliver persistent monitoring capabilities to detect and respond to changes in any location on Earth.

ICEYE owns the world's largest and most advanced SAR (synthetic aperture radar) satellite constellation. To our customers we provide intelligence with unmatched quality, latency and revisit times, in any weather, day or night. To governments who choose to operate their own constellation we provide this proven capability as a sovereign system.

ICEYE-built constellations serve customers in defence and intelligence, environmental monitoring, insurance and emergency management. We enable fast decisions that contribute to a safer future.

Founded and headquartered in Finland, ICEYE operates globally with over 1000 employees across Europe, North America, the Middle East, and Asia-Pacific.

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

APPLICATION PROCESS

- TA Interview

- Hiring Manager Interview

- Take Home Task

- Panel Interview

- Raise the bar Interview

- Final Interview with SVP of Solutions

WORKING AT ICEYE

At ICEYE, you’ll join a diverse and highly engaged team united by the ambition to make the impossible possible. As a global scale-up, we combine speed and ambition with the opportunity to take real ownership from day one. Your growth, wellbeing, and success are a priority, with continuous professional development, training opportunities, and a culture where collaboration is how we win.

HOW WE WORK (OUR VALUES)

Make the impossible possible: We set ambitious goals and stay calm under pressure. We bring grit, optimism, and ownership when things get hard, and we keep moving until we find a way.

- Be curious: Go deep, ask questions, listen…