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Indigo // helping farmers sustainably feed the planet
Sales, Full Time    Memphis, TN or Boston, MA    Posted: Thursday, October 17, 2019
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Indigo improves grower profitability, environmental sustainability, & consumer health through the use of natural microbiology & digital technologies. Utilizing beneficial plant microbes & agronomic insights, Indigo works with growers to sustainably produce high quality harvests. The company then connects growers & buyers directly to bring these harvests to market. Working across the supply chain, Indigo is forwarding its mission of harnessing nature to help farmers sustainably feed the planet. The company is headquartered in Boston, MA, with additional offices in Memphis, TN, Research Triangle Park, NC, Sydney, Australia, Buenos Aires, Argentina, & So Paulo, Brazil.

The Sr. Director, Head of Revenue is responsible to lead the sales planning & execution activities for the Transport sales team consisting of inside & outside salespeople. This includes setting quarterly targets, providing input to the sales incentive plans (SIP), facilitating the closure of large partnership deals & monitoring weekly activities for effectiveness.


Within 30 days, be in the cadence of being in the field at least eight days per month

  • Hear directly from customers what they like & dont like about Transports offer
  • Assess & coach Regional Managers (RMs) & KAMs & understand gaps in training & marketing materials

Within 30 days have a close relationship with Marketplace BAM & GAM leadership

  • Understand Pod strategies & deploy Transport resources to work effectively to drive attach rate

Within 30 days, focus Inside Sales to deliver successfully on overall sales targets

  • Have a point of view on the role of inside sales vs field sales & where each may be effective

Within 30 days, provide strategic guidance to channel marketing to ensure lead generation & channel strategy are effectively implemented

  • Understand customer acquisition cost & conversation through the funnel

Within 45 days instill a clear process for weekly/monthly/quarterly forecasting that will provide insight into performance against targets effectively & accurately

  • Within 90 days, deliver on company targets on a quarterly basis with high accountability & ownership
  • Each KAM, SAM, CAM should have a plan on how they will reach their forecast
  • Each RM should have a plan on how to reach their forecast
  • Be able to participate in weekly prioritization calls to manage platform load opportunities

Within 45 days build a close relationship with Commercial Operations to give input to ensure training is the right amount of the right content at the right time as measured by the field & inside teams passing reasonable assessments

  • Clear direction on key areas of training & assessments
  • Quantitative scores by KAM by region showing where there are gaps
  • Plan to use content & instruction to fill gaps with monitored progress

Within 1 quarter provide input on the strategic role of Sales Force & process to maintain data integrity & maximum value for the sales team

  • Work with Commercial Operations to set business requirements

Develop, manager & hire A+ Regional Account Managers who will focus on delivering on Transport revenue & gross profit targets along with platform adoption & engagement

  • Within 90 days, work with People to refine who we hire using a fact-based approach
  • Drive usage of Sales Force such that any KAM is able to run reports & discuss the health of their funnel accurately
  • Meeting cadence & content reflect the prescriptive sales process

Within 90 days, take ownership & accountability of incentive planning

  • Review comp plan & provide revise as necessary to meet Transport goals
  • Launch SPIFs as appropriate


  • Masters degree in related field preferred
  • Management Experience preferred
  • Power user of Sales Force
  • Successfully led a sales team using a prescriptive sales process
  • Willing to travel 75%+
  • Has demonstrated ability to close large deals
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