National Account Director

Title: National Account Director Location: Remote

If you're energized by big opportunities, love building relationships with senior decision-makers, and get a genuine thrill from turning a complex business challenge into a great deal, you might be our next National Account Director.

As a National Account Director, you'll help bring FloWater to some of the country's largest and most influential organizations, building strategic partnerships that can span multiple locations, teams, and business units.

This is a role for a strategic, relentless sales professional who knows how to open doors, navigate complex organizations, build relationships at the executive level, uncover meaningful business needs, and turn big opportunities into long-term partnerships. You'll own your accounts, build your pipeline, lead complex sales cycles, negotiate meaningful deals, and identify opportunities to grow FloWater's footprint across national and multi-location customers.

About Us:

We believe everyone deserves water they can trust — and actually love drinking. Since 2013, FloWater has been on a mission to transform the way the world drinks water, one Refill Station at a time.

Today, more than 16,000 FloWater Refill Stations across the United States hydrate millions of people every year inside some of the world's biggest and coolest brands in fitness, hospitality, education, and beyond.

We're not just another water company. We're building the most loved water brand in the country and redefining what people expect from drinking water. We move fast, think big, care deeply about our customers and our mission, and believe work should be both meaningful and fun.

What You'll Do:

As a National Account Director, you'll own the strategy and sales process for high-value national and multi-location opportunities — from the first conversation through negotiation, close, implementation, and expansion.

• Hunt for big opportunities: Identify and pursue high-value national and multi-location prospects using creative prospecting, networking, referrals, industry relationships, events, and other strategies to open doors within target organizations.
• Build a strategic pipeline: Develop and maintain a healthy pipeline of qualified enterprise opportunities, balancing near-term revenue with longer-term strategic accounts.
• Own complex sales cycles: Lead opportunities from initial outreach and discovery through presentations, proposals, negotiations, contracting, and close.
• Build executive relationships: Establish trusted relationships with senior executives, procurement leaders, facilities teams, sustainability leaders, and other key stakeholders across complex organizations.
• Develop account strategies: Create thoughtful account plans that identify decision-makers, business priorities, opportunities, potential barriers, and paths to expanding FloWater's relationship.
• Tell the FloWater story: Deliver compelling presentations and business cases that connect FloWater's product, customer experience, sustainability impact, and business value to each organization's unique needs.
• Create value, not just deals: Understand the customer's business, uncover meaningful challenges, and position FloWater as a strategic solution rather than simply another product or service.
• Drive expansion: Identify opportunities to grow existing national accounts across additional locations, business units, facilities, and use cases.
• Navigate the organization: Build relationships across multiple levels of an account and create alignment among stakeholders who influence the purchasing decision.
• Negotiate and close: Develop proposals, pricing strategies, and commercial solutions and confidently lead negotiations through contract execution.
• Forecast with discipline: Maintain accurate CRM data, pipeline stages, close dates, and forecasts while providing clear visibility into opportunities, risks, and next steps.
• Be the customer champion: Partner with Customer Success, Operations, Finance, Marketing, and Sales leadership to ensure strategic customers receive a great experience from initial sale through implementation and expansion.
• Get out there: Travel as needed for executive meetings, customer presentations, industry events, conferences, and other opportunities where being in the room matters.
• Be a great teammate: Share market intelligence, collaborate across teams, celebrate wins, and help create the kind of team people genuinely enjoy being part of.

What Makes You a Great Fit:

We're looking for someone who is competitive, curious, confident, and energized by making things happen. You'll thrive here if you:

• 7+ years of successful B2B sales experience, with enterprise, strategic, national, or multi-location accounts.
• Proven track record of consistently achieving or exceeding sales targets and developing new business.
• Demonstrated success managing complex, multi-stakeholder sales cycles and closing high-value opportunities.
• Strong executive presence with the ability to build credibility and trusted relationships with senior decision makers.
• Strong strategic account planning, business development, negotiation, presentation, and communication skills.
• Demonstrated ability to identify and execute account expansion and cross-sell opportunities.
• Strong business acumen with the ability to develop compelling value propositions and ROI-based business cases.
• Highly organized and disciplined with strong pipeline management, forecasting, and CRM skills.
• Ability to work independently while effectively collaborating across a growing organization.
• Self-motivated, entrepreneurial, and results-oriented with a high level of ownership and urgency.
• Passionate about FloWater’s product, customers, mission, and opportunity to create meaningful business and sustainability impact.
• Experience selling into national or multi-location organizations.
• Experience with facilities, workplace, hospitality, education, healthcare, food service, or other distributed-location environments.
• Experience selling sustainability, workplace, water, environmental, facilities, or technology solutions.
• Existing relationships with national or enterprise-level decision makers.
• Experience working in a high-growth or entrepreneurial environment.
• Willingness to travel nationally to support customer meetings, conferences, trade shows, and other events and activities; must be within 60 miles of a major airport.

Why FloWater?

We work hard, move fast, and believe work should be something you actually enjoy doing. You'll join a team that's passionate about what we're building, celebrates wins, supports each other, and isn't afraid to have some fun along the way.

You'll work with recognizable brands, make an impact at a growing company, and sell a product people genuinely love. And yes — we take hydration seriously. We just don't take ourselves too seriously.

What We Offer

• Competitive compensation $105K - $125K base
• OTE: $190K
• $300K commission cap
• Medical, dental, and vision insurance
• FSA/HSA
• 401(k) & Roth
• Partially paid parental leave
• Paid Time Off
• The opportunity to work for a growing, mission-driven company that is changing the way people drink water
• A team that values collaboration, authenticity, big ideas, and getting things done

Ready to Make an Impact?

This role is perfect for someone who is ready to take on a big challenge, build strategic relationships, pursue ambitious goals, and have some fun along the way. If you're a natural relationship builder, a strategic thinker, and someone who knows how to turn big opportunities into lasting partnerships — and you want to sell a product with a purpose — we want to meet you.

Come help us deliver outcomes with impact, one Refill Station at a time.

Our Commitment

At FloWater, we believe people do their best work when they can be their authentic selves. We're committed to creating an inclusive, equitable workplace where everyone feels respected, supported, and empowered to contribute, grow, and succeed. FloWater provides equal employment opportunities to all employees and applicants and does not discriminate on the basis of any legally protected status.