Job Description

Position Description


We are seeking a high-performing Enterprise Sales Expert to lead sales efforts with major municipal and industrial customers in the water and wastewater treatment sector. This role requires a deep understanding of water treatment operations--including biological, chemical, and membrane processes--and how digital technologies can unlock efficiency and sustainability.


You will take ownership of large enterprise deals, lead solution positioning with technical and operational stakeholders, and navigate complex procurement environments. This is a key strategic role that combines water industry expertise with enterprise software sales acumen to grow Pani's presence across global markets.


About You


You are an expert in the water treatment space with a proven track record in enterprise-level sales. You understand treatment plant processes and have credibility with engineers and plant operators. You are also a confident communicator and value-based seller who thrives on building long-term relationships and delivering results. You want to use your industry knowledge to help drive sustainable outcomes through innovative digital tools.


What You Bring to the Team


Experience


8+ years of B2B enterprise sales experience, with a strong focus on the water or wastewater treatment industry. Demonstrated success closing multi-stakeholder, six-figure SaaS or digital transformation deals in industrial or municipal sectors. Deep knowledge of water treatment processes, including activated sludge systems, membrane filtration, chemical dosing, and biological treatment systems. Familiarity with plant operations, SCADA systems, asset management platforms, or process optimization tools. Experience working with engineering consultants, utilities, municipalities, EPC firms, or OEMs in the water sector.
Education


Bachelor's degree in Chemical, Environmental, Mechanical Engineering, or a related discipline. An MBA or equivalent business training is considered an asset.
Skills


Exceptional communication and negotiation skills with technical and executive-level audiences. Ability to build value-based proposals and translate complex technology into practical ROI. Strong pipeline management, CRM discipline (e.g., HubSpot), and data-driven forecasting. Strategic account planning and key account management experience. Self-starter who thrives in dynamic, fast-paced environments with limited structure.
Mindset


Passionate about solving real-world water challenges through digital innovation. A consultative and solutions-oriented thinker who values long-term partnerships. Motivated by mission, driven by impact, and inspired to make a difference.
Responsibilities

Enterprise Sales Strategy:

Own the full sales cycle for high-value prospects, including lead qualification, discovery, proposal development, contract negotiation, and closing.

Industry Engagement:

Engage with utilities, municipalities, and industrial operators to understand their goals, challenges, and buying processes.

Solution Selling:

Position Pani's AI-driven platform as a solution to reduce energy, chemical, and operational costs across treatment processes.

Cross-Functional Collaboration:

Work closely with Customer Success, Product, and Marketing to align on customer needs and ensure consistent messaging and delivery.

Pipeline & Forecasting:

Maintain an accurate pipeline, track engagement in CRM tools (HubSpot), and contribute to reliable revenue forecasting.

Market Intelligence:

Gather competitive intelligence and customer feedback to inform product development and strategic priorities.


Nice to Have


Experience working with international customers or public-private partnerships in the water sector. Technical knowledge of digital twin or predictive analytics platforms. Experience contributing to or managing public tender responses or RFQs.
Does this role sound like the next step in your career?


Then we want to hear from you! If you don't meet all of our requirements exactly, we invite you to use your cover letter to tell us about your unique experience--we understand that talent comes from many places and that skills are transferable.


Our Commitment to an Extraordinary Work Environment


At Pani, our values drive how we work with each other, and we believe that being yourself at your place of work is just as important as the work you do. We strive to foster an inclusive and diverse community for all employees from all walks of life. So, no matter your gender, sexual orientation, physical ability, religion, ethnicity, race, age, or geographical location--we are a community that welcomes you.


Our Pani Recruitment Team personally reviews each application.