Sales Department Lead

About Silo

Silo provides an operating system for the fresh produce supply chain, bringing distributors, growers, brokers, and packer-shippers onto one platform. Its product suite includes ERP, inventory control, labor management, cost accounting, grower settlements, and integrated payments, all designed specifically for agriculture and produce operations rather than adapted from a generic software tool.

The company is scaling quickly and broadening its market reach. Recent acquisitions and upcoming product additions are expanding the platform into new segments, and this role will help turn that expanded story into a stronger customer-facing message.

Role Overview

This is a remote, full-time sales leadership role with travel required to important customer markets. The position is designed for someone who can drive annual recurring revenue growth, lead the commercial team, and also oversee marketing, creating a complete view from lead generation through deal close.

You will work closely with the CEO, shape go-to-market direction, and help define how the business grows. The best fit will be a B2B SaaS sales leader who understands the produce and agriculture space and can confidently speak to the business realities of operators working with thin margins, shrink, turns, landed cost, grower settlements, and terminal market floors.

Key Responsibilities

• Take ownership of the revenue engine, including new business, expansions, renewals, and pricing approach.
• Guide the transition from legacy licensing and net revenue retention approaches toward a subscription-based ARR model.
• Support longer-term contracts and pricing consistency that encourage durable platform adoption.
• Build and sustain a strong pipeline across the fresh produce and broader agricultural supply chain.
• Set pricing standards that reflect Silo’s value in the produce market.
• Run a lean deal review process to support value-based selling, sensible discounting, and structured deal closure.
• Work with Product and Finance on packaging design, modular pricing, and ARR model changes.
• Improve forecasting discipline using accurate CRM information and clean pipeline management.
• Track KPIs, pipeline quality, conversion rates, and team output.
• Ensure the sales team uses HubSpot consistently and correctly.
• Coach SDRs and AEs to improve performance while building on existing strengths.
• Provide regular training on discovery, handling objections, negotiation, and value-based selling.
• Strengthen playbooks, workflows, and best practices across the entire sales process.
• Represent Silo at major industry events such as IFPA, Viva Fresh, and regional produce trade shows.
• Develop genuine relationships across the produce and agricultural ecosystem, including distributors, growers, brokers, and packer-shippers.
• Work with Customer Success to support renewals, upsells, and price increases among existing customers.
• Own the relationship with the external marketing agency and guide campaigns, messaging, content, and brand direction.
• Lead launch communication by translating product updates and new features into GTM messaging that drives pipeline and customer interest.
• Align marketing efforts with the sales cycle so campaigns, case studies, trade-show activity, and content all support lead generation and deal acceleration.
• Coordinate launch timing with Product and Marketing so new capabilities are introduced in ways that support adoption and expansion.
• Maintain a strong library of sales enablement content such as one-pagers, battle cards, ROI tools, and customer stories tailored to the produce and ag audience.
• Share customer and prospect feedback with Product to influence roadmap priorities and produce-specific features.
• Partner with Implementation and Customer Success to support smooth onboarding and strong retention for new customers.
• Collaborate with Finance on ARR modeling, pricing scenarios, and revenue forecasting.

Requirements

• At least 7 years of B2B SaaS sales experience, with substantial exposure to sales leadership.
• Demonstrated success growing ARR and applying pricing and contract discipline.
• Strong analytical ability, including comfort working with dashboards, forecasts, and pipeline metrics.
• A coaching-focused leadership style that can improve an existing team without dismantling it.
• Experience selling platform-based or modular software products such as ERP, operations, supply chain, or vertical SaaS solutions.
• Working knowledge of HubSpot or a similar CRM platform.
• Willingness and ability to travel to major produce markets and customer locations.
• Preferred background in fresh produce, food distribution, agriculture, or supply chain operations.
• Familiarity with seasonal purchasing, perishables, grower relationships, and terminal market dynamics is a strong advantage.
• Experience selling to family-owned or owner-operated businesses commonly found in produce distribution is helpful.
• Understanding of PACA, food safety rules, or produce traceability expectations is a plus.
• Existing relationships in the produce and agriculture community are beneficial.
• Bilingual English/Spanish candidates have a meaningful advantage because the industry is widely bilingual.

Why Join Silo

• Work on a mission that improves how essential food businesses operate.
• Take on meaningful ownership with direct influence over GTM strategy and marketing.
• Join an entrepreneurial, fast-moving environment with little bureaucracy.
• Help shape the company’s growing platform story and expansion path.
• Receive compensation with base pay, commission, and room for growth as the company scales.

Additional Information

Location: United States, remote, with travel required to key customer markets.

Compensation: USD 100,000 to 130,000 per year, plus commission.

The company encourages applicants from diverse backgrounds to apply.