Sales Department Lead (Remote - US)

The Role

We're seeking a Sales Lead or Director of Sales to drive ARR growth, lead the team, and oversee marketing. This role offers a full picture from demand generation through close, working directly with the CEO and shaping our GTM strategy.

Responsibilities

• Own the full revenue engine: new logos, expansions, renewals, and pricing strategy.
• Migrate 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.
• 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.
• 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.
• 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.
• Represent Silo at key industry events including IFPA, 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.
• 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.
• Cook up 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.
• 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.

Requirements

• 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.

Preferred Qualifications

• 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.

Benefits

Competitive compensation including base salary, commission, and meaningful growth opportunity as the company scales. 100,000 - 130,000 USD per year (Remote)

Pay

100,000 - 130,000 USD per year (Remote)

Schedule

Remote (United States)

Company Information

SILO TECHNOLOGIES
Modernizing the Fresh Produce Supply Chain