Senior Account Executive (North America)

Job summary

Open new markets in Canada and the United States, develop a high-value sales pipeline, and lead enterprise sales from prospecting and demonstrations through negotiation and closing. Build and manage partner networks, strengthen relationships with growers and industry stakeholders, and collaborate with AI solution specialists and product teams.

Job details

Job Description At Source.ag, we're dedicated to driving innovation in the horticultural sector and making fresh produce more accessible and affordable globally. We're currently looking for a seasoned sales professional for Canada and the US. This role is ideal for a talented sales professional who brings an established C-level network, a deep understanding of the Canadian and American greenhouse industries, and a limitless drive to sell Source’s AI solutions to the largest greenhouse growers in Canada and the US. We are looking for a Senior Account Executive with a deep understanding of and an established network within, the Canadian and American greenhouse industries. This person should have extensive experience with building a high-value commercial pipeline, value-based selling, and enterprise sales. This role is based in Canada, either in Southwest Ontario or British Columbia. This role will be instrumental in expanding our regional presence, identifying and pursuing new business opportunities, and strengthening relationships with key regional stakeholders. You will report into the General Manager NA and work closely together with the founders. If you have a proven track record of closing high-value, enterprise sales deals and are passionate about the future of controlled environment agriculture, we want to hear from you! Market entry: Identify and open new local markets, building the commercial foundation from the ground up. Partner & agent network: Recruit, onboard and manage local partners and agents; make them productive and manage their performance. Prospecting: Identify, qualify and develop new business opportunities with the major growers and marketers across your territory. Deal Lifecycle Management: Lead end-to-end sales processes from discovery, presentation, and demonstration through to negotiation and closing. Cross-functional collaboration: Work hand-in-hand with our AI Solution Specialist team to tailor product demonstrations and maximise customer value, and with the Product team to ensure the best market fit. Relationship management: Cultivate and strengthen relationships with key stakeholders - growers, cooperatives and industry partners - to drive long-term success. Job Requirements Mindset & Attitude Cold acquisition should be second nature to you. Prefers to be a hunter over being a farmer (in the context of sales). Gets excited about building long-lasting, trust-based relationships with greenhouse owners and execs. Over-the-top customer focus. Incredibly goal-driven; demonstrated ability to exceed sales targets. Takes ownership. Bias towards action and prioritizes outcomes and results over tasks and processes. Thrives in a fast-paced, unstructured, scale-up environment. Willing to travel >50% of the time. Experience & Skills A minimum of 5 years of sales/account management experience in the greenhouse or adjacent agri-tech industry. Demonstrable experience in both direct enterprise sales and building or managing a partner, agent or reseller network. An established and vast network within the Canadian and American greenhouse industry, which includes, at a minimum, deep relationships with senior (C-level) stakeholders at the largest growers and marketers. You should feel comfortable providing senior-level stakeholders who can serve as professional references during the interview process. Experience entering markets where the company has little or no existing presence. Proven track record of closing enterprise and high-value (>$1M) deals. Excellent communication, negotiation and interpersonal skills. Our interview process We keep it personal and open, so you always know what to expect. And it goes both ways: every step is your chance to ask questions and see if Source is right for you. First interview (30 min, online): A chat with a colleague of our team to get to know each other and see if there's a good fit. Second interview (45 to 60 min, online): A deeper talk with the hiring manager about the team you'd join and how you'd fit in. Third interview (60 to 90 min, in person): Conversation about your skills and expertise your bring, plus a chance to meet a few people from Source. Final interview (with one of our founders): Conversation about Source's mission and how you'd fit into the bigger picture. A note on AI: during your interviews we use an AI note-taker, so we can be fully present with you rather than typing. There is no video recording. If you'd rather we didn't, just let us know during the interview. Research has shown that people make different internal assessments of whether they are a good fit for the job. We therefore highly encourage you to apply for this job, even if you feel you might not 'tick all the boxes’!

What you’ll do

Open new markets in Canada and the United States, develop a high-value sales pipeline, and lead enterprise sales from prospecting and demonstrations through negotiation and closing. Build and manage partner networks, strengthen relationships with growers and industry stakeholders, and collaborate with AI solution specialists and product teams.

Requirements

Requires at least five years of sales or account management experience in the greenhouse or adjacent agri-tech industry, with experience in enterprise sales and partner network management. Candidates should have a strong senior-level network in the Canadian and American greenhouse industries, a record of closing deals over $1 million, and be willing to travel more than 50% of the time.

Listed skills

• Account Management · Preferred
• Pipeline Development · Preferred
• Deal Closing · Preferred
• Communication · Preferred
• interpersonal skills · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Enterprise Sales
• Direct Sales
• Account Management
• Cold Prospecting
• Pipeline Development
• Value-Based Selling
• Deal Negotiation
• Deal Closing
• Partner Network Management
• Market Entry
• Customer Relationship Management
• Greenhouse Industry Knowledge
• Agri-Tech
• Communication
• Interpersonal Skills
• Travel

Job areas

• Sales
• Agriculture
• Management & Leadership
• Technology