Business Development Manager - A&I

About the Role

Key Responsibilities

• Proactively identify and pursue new business opportunities with municipal and private water utilities.
• Develop and execute tailored go-to-market strategies to drive customer acquisition and revenue growth.
• Lead discovery meetings, product demos, and strategic sales conversations to align solutions with customer needs.
• Cultivate and maintain strong relationships with key stakeholders, including utility executives, operators, and engineering teams.
• Collaborate with internal teams (product, marketing, and delivery) to refine positioning and address customer pain points.
• Manage and own the full business development pipeline—from lead generation to deal close.
• Accurately maintain sales activity, pipeline stages, and forecasts in CRM tools.
• Stay informed on industry regulations, competitive offerings, and evolving customer priorities.
• Represent the company at conferences, trade shows, and water sector events to build brand awareness and generate leads.

Requirements

• 8+ years of experience in B2B sales or business development, ideally within in industrial automation, SaaS or water utility technology sectors.
• Deep familiarity with water utility operations, SCADA systems, industrial automation, asset management, or related fields is a plus.
• Proven track record of meeting or exceeding sales quotas.
• Excellent communication, presentation, and negotiation skills.
• Ability to manage a long sales cycle with multiple stakeholders and navigating the public-sector procurement processes.
• Proficiency with CRM tools, sales automation, and virtual presentation platforms.
• Willingness to travel as needed for customer meetings, conferences, and industry events.