About Silo

Silo builds the operating system that fresh produce companies run on. Distributors, growers, brokers, and packer-shippers use our platform to manage everything from inventory and cost accounting to labor, grower settlements, and payments - all in one place, purpose-built for how the produce industry actually works.

We're in expansion mode and Silo is moving up-market fast. We need a sales leader who can turn this broader capability set into a story customers want to buy.

Director of Sales / Sales Department Lead

Remote — Travel to Key Produce Markets Required — Full-Time

The Role

We're hiring a Sales Lead to run our revenue engine end-to-end — from pipeline generation through close, plus oversight of our marketing function. You'll report directly to the CEO and have real input into GTM strategy as Silo scales.

We're looking for someone with a B2B SaaS sales leadership background who's genuinely energized by the produce and ag vertical — someone who can speak credibly to operators running on thin margins and tight seasons.

Core Responsibilities

Revenue & Growth

• Own new logo acquisition, expansion revenue, and pricing strategy
• Lead the shift away from legacy licensing/NRR toward a subscription ARR model
• Push for multi-year contracts and pricing discipline that support platform-wide adoption
• Build a durable pipeline across the fresh produce and ag supply chain

Pricing, Packaging & Deal Discipline

• Set pricing guardrails that reflect Silo's actual value delivered
• Run a lightweight deal desk focused on value selling and healthy close structure
• Work with Finance and Product on how we package and price the platform

Forecasting & Pipeline Health

• Build forecasting rigor based on clean CRM data and real pipeline hygiene
• Track KPIs — pipeline health, conversion, team productivity
• Hold the team accountable to consistent, disciplined CRM usage

Coaching the Team

• Develop and elevate our existing SDRs and AEs
• Coach on discovery, objection handling, negotiation, and value-based selling
• Build out playbooks and sales workflows that raise the floor across the team

Customer & Industry Presence

• Represent Silo at IFPA, Viva Fresh, and regional produce trade events
• Build genuine relationships within the produce and ag community
• Partner with Customer Engagement on renewals, upsells, and pricing conversations with existing accounts

Marketing Oversight & GTM Execution

• Direct Silo's Marketing Generalist on campaigns, messaging, content, and brand direction
• Translate product launches into GTM messaging that lands with produce and ag buyers
• Tie every marketing push — campaigns, case studies, trade shows, content — directly to pipeline generation
• Coordinate launch timing with Product and Marketing so new features drive adoption and expansion
• Build a sales enablement library: one-pagers, battlecards, ROI tools, customer stories, all produce-specific

Cross-Functional Work

• Feed customer and prospect signal back to Product to shape the roadmap
• Partner with Customer Engagement on onboarding and retention for new accounts
• Work with Finance on ARR modeling and revenue forecasting scenarios

What You Bring

Must-Haves

• 7+ years in B2B SaaS sales, including real sales leadership experience
• A track record of driving ARR growth and instilling pricing/contracting discipline
• Comfort living in dashboards — forecasting and pipeline KPIs are second nature
• A coaching style that builds up an existing team rather than replacing it
• Experience selling platform or modular SaaS (ERP, ops, supply chain, or other vertical SaaS)
• Hands-on HubSpot (or equivalent CRM) expertise
• Willingness to travel to produce markets and customer sites

Nice-to-Haves

• Background in fresh produce, food distribution, agriculture, or supply chain ops
• Familiarity with produce industry rhythms — seasonal buying, perishable inventory, grower relationships, terminal markets
• Experience selling into family-owned or owner-operated businesses
• Knowledge of PACA, food safety regulations, or produce traceability
• Existing relationships in the produce and ag community
• Bilingual English/Spanish — a real advantage given how bilingual this industry is

Why Silo

• We're solving real problems for businesses that feed people — not pushing another SaaS tool into a saturated market
• Real ownership: you'll help set GTM strategy and run marketing, with direct CEO access
• Lean, fast-moving, low red tape — built for people who want to see their impact
• Competitive pay: base + commission + real upside as we scale

Compensation: $100,000–$130,000 USD/year (Remote)

Silo is committed to building a diverse team from a wide range of backgrounds. We encourage everyone to apply.