Senior Enterprise Account Executive [Northern CA]

Job description

At Orchard, we’re securing America’s food supply by building the AI Farmer that automates our nation’s farms. We are the industry leader, growing rapidly, and backed by more than $25 million from leading investors, including Quiet Capital, Shine Capital, and General Catalyst. Every year, hundreds of billions of dollars in crop value are lost because critical farming decisions are made using incomplete and imprecise data. We’re building the technology to change that. Our AI-powered camera systems mount to tractors and scan millions of trees, vines, and plants, capturing precise data on yield estimates, fruit size, crop health, disease, and more. We train edge vision AI models that analyze every plant and determine exactly what interventions and treatments it needs. That intelligence flows into FruitScope OS, our farm-management platform, where growers can understand their crops, make better decisions, and direct operations in the field. Today, Orchard’s technology is trusted by some of our nation’s largest farms. They use our products to grow higher-quality crops while reducing chemical use and operating costs, helping them farm more profitably and sustainably than ever before. OUR CULTURE: - Unshakeable Resilience – Our customers feed millions of people, and our customers depend on us. We are ultra-hardworking, never give up, and we do whatever it takes. - Always Keep Moving – We move fast, waste no time, and have an extreme bias towards action. Progress compounds every day, and our impact is measured in decades. - Improve Everything – At 1% success, we save millions of pounds of food from going to waste. If we are 100% successful we will impact the lives of billions of people across the world. - Farmers First – Every team member spends at least a few days in the fields with our farmers each month - No Job Beneath Us – We’re low ego, own every outcome, and are all working towards the same goal. THE ROLE: We’re hiring a Senior Enterprise Account Executive to build and own a geographic territory serving major growers, farm-management companies, institutional landowners, and other large agricultural operations. You will own the full sales cycle: from prospecting, developing value cases, and structuring pilots, to closing deals and expanding multi-region accounts. Success requires understanding how customers make crop decisions, demonstrating the value of our industry-leading technology, and building trust with both field teams and executives. This is a high-ownership role that is pivotal to our mission: Orchard will provide leading technology, proven customer results, strong enablement, and direct leadership access; you will create pipeline, close large deals, and deliver revenue. If you're an ambitious sales executive driven by the challenge of bringing cutting-edge technology to every farm, we'd love to meet you. WHAT YOU’LL OWN - Own and grow an enterprise territory representing 100,000+ serviceable acres, and close high-stakes, high-value deals. - Generate pipeline through industry relationships, targeted outbound prospecting, and industry events. - Lead the full sales cycle from discovery and in-field demos through ROI development, negotiation, and close. - Build trusted relationships with farm managers, agronomists, executives, and technical stakeholders. - Maintain accurate forecasts, disciplined CRM management, and seamless handoffs to deployment operations and customer success. - Represent Orchard at industry events, trade shows, and in-field demos. - Help shape our pricing, product strategy, and market positioning as Orchard scales. WHAT WE LOOK FOR - You must have prior agriculture or ag-tech sales experience (ideally 3-7+ years). This means both real grounding in agriculture (growing, agronomy, ag equipment, ag inputs, or packhouse operations) AND a proven sales track record. You should be able to walk a block with the grower and speak their language. - Proven success closing six-figure contracts with enterprise buyers. - Deep understanding of the agricultural sales cycle and how farms make decisions. - Strong communication and negotiation skills. - Comfortable operating independently and building a book of business from scratch. - Willing to travel approximately 25% of the time (all travel paid for by the company). - Relentless hustle, a can-do attitude, and willingness to do whatever it takes to succeed. - Fluent written and spoken English. - Able to travel to the United States (valid passport and ability to obtain any visa required for business travel to the U.S. for onboarding, sales kickoffs, and customer visits) ABOUT THE OPPORTUNITY - Full-time role based in your assigned geographical territory. - You'll have meaningful ownership at a rapidly growing, category-defining company. - You’ll have autonomy – owning the sales cycle, hosting industry events, conducting on-farm demos, and shaping how we scale our technology. - Medical, dental, and vision coverage with 100% of employee premiums covered. - We offer best-in-class uncapped commission and competitive base pay. - Frequent travel within your territory (driving to customer farms) and periodic travel to our San Francisco office and industry events. - Customer travel, harvest windows, trade shows, and deal deadlines may require early mornings, evenings, or occasional weekends. - You’ll build and expand strategic relationships with influential growers across your region. - Our team is close-knit and highly driven – you’ll report to our VP of Sales, but work directly with our entire team. - Your work will accelerate the adoption of industry-leading technology that reduces food waste, improves the lives of growers, and accelerates the future of farming.