Senior Account Executive - Market Development

Senior Account Executive

Our client is hiring a Senior Account Executive to lead strategic market development — winning high-value growers, navigating complex sales cycles, and operating as a commercial leader with a high degree of autonomy. We're not looking for someone to manage a territory. We're looking for someone to build one.

This is a true hunter role focused on new business. You won't inherit a mature book of business or spend your days servicing existing accounts. You'll find opportunities where others don't, earn growers' trust through genuine relationships and agricultural knowledge, and build pipeline through disciplined prospecting. This is not a Customer Success or account-management role, and leads are not handed to you — success comes from creating opportunities through persistence, curiosity, and consistent outbound activity.

What you'll do:

• Lead your territory with a multi-year growth strategy — prioritize high-value accounts and identify emerging market opportunities.
• Generate your own pipeline through consistent outbound prospecting — not just when pipeline is low.
• Lead complex, consultative sales cycles — quantify business value, build ROI cases, navigate multiple stakeholders, negotiate agreements, and close strategic deals, often against competing technologies.
• Build executive-level relationships with growers, owners, and operators — in the field, where credibility is earned.
• Collaborate with Agronomy, Customer Success, Marketing, Product, and Operations to deliver value from first contact through implementation.

What success looks like:

• Consistently exceeding an ambitious annual quota.
• A robust, self-generated pipeline.
• Strategic grower wins across your territory.
• Winning against alternative technologies.
• Executive-level customer relationships.
• Sharper commercial processes and best practices shared across the team.
• The company well represented at industry events and customer meetings.

What you'll bring:

• 5–8 years of quota-carrying B2B sales experience, with a consistent record of exceeding targets.
• Proven success building pipeline through outbound prospecting.
• Experience managing complex, consultative sales cycles.
• Strong understanding of California specialty crop agriculture.
• Strong negotiation and business-development skills.
• Salesforce proficiency.
• California residency, with willingness to travel extensively throughout California and the Pacific Northwest.

Nice to Have:

• AgTech sales experience.
• Background in precision agriculture, irrigation technology, crop inputs, or agricultural services.
• Bachelor's degree in Agriculture, Agribusiness, Plant Science, or a related discipline.

Benefits:

• Base salary range: $100,000–$115,000 + commission.
• First-year sales accelerator.
• Medical, dental, and vision insurance.
• 401(k) with company match.