Director, Revenue

This is a fully remote position, open to applicants in California.

📋 Description

• Assume responsibility for the pipeline established by the founder and transition sales from founder-led to team-led operations.

• Manage new-logo sales, expansion revenue, and commercial negotiations for non-standard renewals.

• Personally secure deals within the target market of 8,000+ cow, profit-oriented dairy operations.

• Oversee pricing, packaging, pricing decisions, and have authority over discounts.

• Take charge of new ARR, expansion revenue, sales quotas, and evidence-based forecasting.

• Develop a documented, teachable sales playbook within a six-month timeframe.

• Mentor sellers through ride-alongs and deal reviews to enhance their closing performance.

• Enforce ICP standards while maintaining a transparent pipeline.

• Recruit and expand the sales team.

• Manage CRM hygiene, proposals, contracts, and transitions to Finance and Farm Success.

• Transition operational tasks into systems and AI agents to boost selling capacity.

• Lead and coach a distributed team in an AI-first, predominantly asynchronous environment.

⛳️ Requirements

• Previous experience in taking over founder-led sales and establishing a team that operates independently of the founder.

• Proven experience in selling technical products to skeptical operators in traditional markets.

• Demonstrated success in enhancing seller performance, with quantifiable outcomes.

• Previous responsibility for pricing and packaging decisions.

• Experience in shortening sales cycles through first-principles thinking.

• Capability to build trust and communicate effectively in agricultural settings.

• Honest and evidence-based deal assessment and forecasting.

• Strong operational follow-through across pipelines, forecasts, contracts, and transitions.

• Regular, significant use of AI in sales processes.

• Willingness to travel extensively to farms and California operations, up to 50% during the initial build phase.

• Applicants must be authorized to work in the United States.

• Visa sponsorship or transfers are not available.

• Preferred: experience in selling within the dairy, agriculture, or other traditional sectors.

• Preferred: experience in leading or transforming a legacy or acquired sales team.

• Preferred: background in forward-deployed or technical sales models.

• Preferred: familiarity with ROI-based or land-and-expand enterprise selling strategies.

🏝️ Benefits

• Commission

• Equity

• Medical coverage

• Dental coverage

• Vision coverage

• Retirement savings support through CalSavers for California-based employees

• Flexible paid time off

• Paid parental leave, including up to four weeks of paid leave and/or supplemental pay coordination with applicable state benefits

• Flexible, remote-friendly work environment for most roles