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Enterprise Account Executive

Trace Genomics

Trace Genomics

Sales & Business Development
Posted on Wednesday, May 29, 2024

How you’ll make an impact:

Trace is looking for an Enterprise Account Executive to drive net new business and grow strategic customer relationships within our Agribusiness segment. This role will work in Trace’s GTM organization and will follow a strategic sales methodology that positions Trace’s groundbreaking aggregated soil data products toward a unique value proposition for our enterprise customers. Trace provides customers with insights into what’s happening within the soil that allow them to make better decisions around where to target their products, how to reach their sustainability goals and ultimately how to drive more value to farmer livelihoods.

The ideal candidate is a seasoned sales professional with exposure to or a passion for agriculture and sustainability and has experience selling into the agrifood industry whether that be with agribusinesses, CPGs or Government, general understanding of how the food systems work. This is a unique land and expand sales process which will utilize and partner closely with Trace’s existing Technical Sales Managers and work with expanding Trace’s value from individual locations to the headquarters.

This is a remote opportunity within the United States. Please note, there is no relocation allowance or visa sponsorship available for this position.

Duties and Responsibilities:

  • Identify new sales by developing target account lists within the Agribusiness and CPG segment
  • Work with the GTM team to develop sales and marketing programs to build a pipeline of sales-qualified leads that resonate with our ideal persona
  • Partner with Subject Matter Experts to fully understand a prospect’s individual business requirements and formulate a recommendation on how Trace’s platform can meet their needs
  • Partner with Field Sales team on identifying corporate buyers that would benefit from utilizing the Trace data set currently in use at the Ag Retail individual Business Unit level
  • Confidently lead technical presentations and demos to clearly and enthusiastically articulate Trace’s value proposition without the need of an Agronomist in the early stages of the sales cycle
  • Stay updated on industry trends, market conditions, and competitor activities, watching for opportunities to develop into new markets. Identifies sales opportunities and adapts strategies.
  • Close opportunities the right way, by doing what’s best for your customer to be successful and position them to grow after the initial sale
  • Build strong relationships with prospects by positioning yourself and Trace as a trusted and reliable resource in their specific industry
  • Continue the relationship post-initial sale by seeking ways to expand Trace’s value and working alongside Customer Operations to create dynamic value stories
  • Be a part of building a multi-channel sales and go-to-market team that is providing essential data to power synergies of value that meet corporate goals while upholding farmer livelihoods
  • Attend events and other industry conferences to network and engage with assigned accounts
  • Reports on Sales Results, driving Weekly Forecasting updates by each Team Member.
  • Analyzes and Reports on Market Trends and Growth Opportunities.
  • Addresses potential problems and suggests prompt solutions.
  • Participates in decisions for the expansion of Sales Teams.
  • Provides ongoing customer insights and feedback to other Trace Genomics departments to drive continuous improvement of our offerings

Qualifications:

  • 5+ years of experience in an enterprise level, land and expand SaaS sale
  • Possess a hunter’s mindset with a farmer’s ability to sell solutions to customers
  • Have a growth mindset, eager to learn the industry and / or segment your focused on as well as mastering your sales skills
  • Interest in how Food systems work (crop genetics, soil, beef, aquaculture)
  • Experience closing six-figure and above deals required
  • Experience with holding and exceeding quotas over $1M ACV required
  • Experience with a complex sales process with a longer (6 month +) sales cycle required
  • Agriculture or ag-tech experience is required
  • Curiosity and drive to seek out new markets and product fit
  • Ability to establish, measure, and analyze KPIs within the team
  • Excellent Communication and Organizational Skills with a Problem-Solving Attitude