Sales Department LeadRemote | Travel to Key Customer Markets Required | Full-Time
The OpportunityWe're looking for a commercially-driven Sales Lead or Director of Sales to own ARR growth, lead the team, and oversee marketing-giving you the full picture from demand generation through close. You'll work directly with the CEO, shape our GTM strategy, and play a defining role in how Silo scales.
The ideal candidate brings B2B SaaS sales leadership chops and is excited to go deep in the produce and ag vertical-speaking the language of operators who live on tight margins: shrink, turns, landed cost, grower settlements, terminal market floors.
What You'll DoRevenue Leadership- Own the full revenue engine: new logos, expansions, renewals, and pricing strategy.
- Lead the migration from legacy license and NRR models toward subscription ARR.
- Drive multi-year contracting and pricing discipline that supports long-term platform adoption.
- Build and maintain a deep pipeline within the fresh produce and ag supply chain ecosystem.
Pricing, Packaging & Deal Strategy- Develop and enforce pricing guardrails that reflect the value Silo delivers in the produce vertical.
- Lead a lightweight deal desk to ensure value-based selling, healthy discounting, and structured close processes.
- Partner with Product and Finance on packaging, modular pricing, and ARR transformation.
Pipeline & Forecasting- Build forecasting rigor grounded in accurate CRM data and real pipeline hygiene.
- Monitor KPIs, pipeline health, conversion rates, and team productivity.
- Ensure disciplined, consistent CRM usage across the team in HubSpot.
Team Coaching & Development- Coach and elevate our existing SDRs and AEs-enhancing strengths and sharpening execution.
- Provide ongoing training in discovery, objection handling, negotiation, and value selling.
- Strengthen workflows, playbooks, and best practices for the full sales cycle.
Industry Presence & Customer Relationships- Represent Silo at key industry events including IFPA (International Fresh Produce Association), Viva Fresh, and regional produce trade shows.
- Build authentic relationships within the produce and ag community-distributors, growers, brokers, and packer-shippers.
- Partner with Customer Success to drive renewals, upsells, and price increases with existing produce customers.
Marketing Oversight & GTM Execution- Own the relationship with Silo's external marketing agency (Ten Acre Marketing), serving as the primary internal stakeholder directing campaigns, messaging, content, and brand strategy.
- Drive product launch communications-translate new features and platform updates into compelling go-to-market messaging that resonates with produce and ag operators and converts to pipeline.
- Align marketing programs tightly to the sales cycle: ensure every campaign, case study, trade show push, and content piece is designed to generate qualified leads and accelerate deals.
- Coordinate launch sequencing with Product and Marketing so that new capabilities land with customers and prospects in a way that drives adoption and expansion revenue.
- Build and maintain a library of sales enablement materials-one-pagers, battle cards, ROI calculators, customer stories-tailored to the produce and ag audience.
Cross-Functional Collaboration- Deliver customer and prospect insights to Product to influence roadmap decisions and produce-specific feature development.
- Work closely with Implementation and Customer Success to ensure smooth onboarding and strong retention for new produce customers.
- Partner with Finance on ARR modeling, pricing scenarios, and revenue forecasting.
What We're Looking ForRequired- 7+ years of B2B SaaS sales experience, including meaningful sales leadership.
- Proven success driving ARR growth and implementing pricing and contracting discipline.
- Highly analytical-comfortable managing dashboards, forecasting, and pipeline KPIs.
- Strong coaching mindset: able to elevate the performance of an existing team without tearing it down.
- Experience selling platform or modular SaaS products (ERP, operations, supply chain, or vertical SaaS).
- Expertise with HubSpot or a comparable CRM system.
- Ability and willingness to travel to key produce markets and customer sites.
A Strong Plus- Direct experience in fresh produce, food distribution, agriculture, or supply chain operations.
- Familiarity with the operational rhythms of the produce industry: seasonal buying, perishable inventory, grower relationships, terminal markets.
- Experience selling into family-owned or owner-operated businesses common in produce distribution.
- Knowledge of PACA, food safety regulations, or produce traceability requirements.
- Existing relationships within the produce and ag community.
- Bilingual (English/Spanish) preferred-the produce and ag industry is deeply bilingual, and candidates who can sell and build relationships in both languages will have a meaningful advantage.
The pay range for this role is:
100,000 - 130,000 USD per year (Remote)
