Account Executive - Agriculture

DTN; Minneota (MN); Remote; USD 90,000 - 150,000; Full time

Benefits offered by this job

Flexible working hours

Remote work model (position dependent)

Competitive Medical, Dental and Vision

Unlimited access to 13k+ courses

Employee Assistance Program (EAP)

Job summary

DTN is seeking an Account Executive – Agriculture to identify, prospect, and acquire new business opportunities in the agriculture sector. You will own the new customer acquisition process, engage executives, negotiate terms, and transition clients to Account Management for ongoing success.

The role emphasizes lead generation, pipeline development, cross-functional collaboration, and a consultative approach to demonstrate measurable business value.

Qualifications

• 4+ years of experience in B2B sales, new business development, or customer acquisition.
• ~4+ years of experience in SaaS and software sales.
• ~ Strong understanding of the agriculture industry and its business environment.
• ~ Demonstrated success in a hunter-oriented sales environment focused on acquiring new customers.
• ~ Excellent communication, presentation, negotiation, and professional networking skills.
• ~ Ability to engage senior business leaders and C-suite executives with relevant industry insights and a consultative sales approach.
• ~ Proficiency with Salesforce (SFDC) for lead tracking, pipeline management, and sales activity documentation.
• ~ Strong customer-facing skills and a professional, consultative approach to understanding and addressing business needs.
• ~ Ability to think quickly, adapt sales conversations in real time, and pivot from prepared messaging based on customer feedback and discussion.
• ~ Ability to adapt effectively to changing market conditions, customer requirements, and business priorities.
• ~ Self-motivation, initiative, a results-driven mindset, and a strong passion for sales growth and new business development.

Responsibilities

• Identify and pursue new business opportunities and prospective customers that align with DTN's agriculture solutions and commercial objectives.
• Develop and maintain an in-depth understanding of DTN's products, services, and solutions to effectively communicate their value to prospective customers.
• Leverage existing industry relationships, professional networks, and referrals to conduct warm outreach and generate qualified leads.
• Execute proactive prospecting activities through cold calling, email outreach, professional networking, trade shows, and other business development channels.
• Build and maintain a strong pipeline of qualified prospects through market research, strategic account targeting, and consistent lead generation activities.
• Stay informed on agriculture industry trends, competitive activity, evolving market conditions, and customer business needs to identify and pursue new opportunities.
• Develop and deliver compelling sales presentations and proposals that demonstrate DTN's capabilities and align solutions with customer business priorities.
• Position DTN's products and services as solutions to customer challenges, communicating differentiated value and relevant business outcomes.
• Leverage internal DTN expertise, resources, and product knowledge to identify and present cross-selling opportunities to prospective customers when appropriate.
• Lead commercial discussions and negotiate pricing, contract terms, and business agreements to successfully secure new customer relationships.
• Consistently meet or exceed monthly and quarterly sales targets focused on new customer acquisition.
• Maintain a consultative, professional, and adaptable sales approach, adjusting messaging and strategy in response to customer needs, business discussions, and changing circumstances.
• Ensure a smooth and effective transition of newly acquired customers to the Account Management team for ongoing relationship management.
• Provide detailed customer insights, business requirements, expectations, and relevant sales history to support a successful account handoff.
• Collaborate cross-functionally with Sales, Operations, Finance, Marketing, and Account Management to support customer success and business growth.
• Maintain accurate prospect information, sales activities, and pipeline updates within Salesforce to support effective sales execution and visibility.

Skills

Lead generation

Prospecting

Pipeline management

Negotiation

Tools

Salesforce (SFDC)

Job description

For decades, DTN has been the silent force behind some of the world’s most critical industries—helping businesses navigate complexity, uncertainty, and risk with smarter, faster decisions. From agriculture to energy to weather intelligence, our proprietary Operational Decisioning Platform transforms raw data into decision-grade insights—enabling companies to optimize supply chains, ensure market stability, and safeguard infrastructure against disruption. Building off a foundation of financial strength, profitability, and industry trust, we’re accelerating growth and expanding our global footprint. Our purpose-built solutions—powered by AI and honed by decades of vertical expertise—are helping some of the world’s most significant enterprises thrive amid operational constraints and uncover new opportunities in a fast-changing world.

Job Description

DTN is seeking a high-energy, results-driven Account Executive – Agriculture to identify, prospect, and acquire new business opportunities within the agriculture industry. This position is designed for a sales professional who thrives in a hunter-oriented environment, with a strong focus on lead generation, strategic prospecting, building qualified pipelines, and securing new customers. You will leverage your industry knowledge, professional network, and consultative selling skills to identify customer needs, position DTN's solutions, and demonstrate measurable business value. As an Account Executive, you will own the new customer acquisition process, from identifying opportunities and engaging decision-makers through negotiating and closing business. Following a successful sale, you will transition new customers to the Account Management team for ongoing relationship management, while ensuring a seamless customer experience. The ideal candidate is self-motivated, adaptable, commercially driven, and confident engaging with executive-level stakeholders. You will bring a strong understanding of the agriculture sector, SaaS and software sales experience, and the ability to communicate compelling industry insights that differentiate DTN in the marketplace.

• Identify and pursue new business opportunities and prospective customers that align with DTN's agriculture solutions and commercial objectives.
• Develop and maintain an in-depth understanding of DTN's products, services, and solutions to effectively communicate their value to prospective customers.
• Leverage existing industry relationships, professional networks, and referrals to conduct warm outreach and generate qualified leads.
• Execute proactive prospecting activities through cold calling, email outreach, professional networking, trade shows, and other business development channels.
• Build and maintain a strong pipeline of qualified prospects through market research, strategic account targeting, and consistent lead generation activities.
• Stay informed on agriculture industry trends, competitive activity, evolving market conditions, and customer business needs to identify and pursue new opportunities.

Sales and New Customer Acquisition

• Develop and deliver compelling sales presentations and proposals that demonstrate DTN's capabilities and align solutions with customer business priorities.
• Position DTN's products and services as solutions to customer challenges, communicating differentiated value and relevant business outcomes.
• Leverage internal DTN expertise, resources, and product knowledge to identify and present cross-selling opportunities to prospective customers when appropriate.
• Lead commercial discussions and negotiate pricing, contract terms, and business agreements to successfully secure new customer relationships.
• Consistently meet or exceed monthly and quarterly sales targets focused on new customer acquisition.
• Maintain a consultative, professional, and adaptable sales approach, adjusting messaging and strategy in response to customer needs, business discussions, and changing circumstances.

Account Transition and Cross-Functional Collaboration

• Ensure a smooth and effective transition of newly acquired customers to the Account Management team for ongoing relationship management.
• Provide detailed customer insights, business requirements, expectations, and relevant sales history to support a successful account handoff.
• Collaborate cross-functionally with Sales, Operations, Finance, Marketing, and Account Management to support customer success and business growth.
• Maintain accurate prospect information, sales activities, and pipeline updates within Salesforce to support effective sales execution and visibility.

Requirements

• 4+ years of experience in B2B sales, new business development, or customer acquisition.
• ~4+ years of experience in SaaS and software sales.
• ~ Strong understanding of the agriculture industry and its business environment.
• ~ Demonstrated success in a hunter-oriented sales environment focused on acquiring new customers.
• ~ Excellent communication, presentation, negotiation, and professional networking skills.
• ~ Ability to engage senior business leaders and C-suite executives with relevant industry insights and a consultative sales approach.
• ~ Proficiency with Salesforce (SFDC) for lead tracking, pipeline management, and sales activity documentation.
• ~ Strong customer-facing skills and a professional, consultative approach to understanding and addressing business needs.
• ~ Ability to think quickly, adapt sales conversations in real time, and pivot from prepared messaging based on customer feedback and discussion.
• ~ Ability to adapt effectively to changing market conditions, customer requirements, and business priorities.
• ~ Self-motivation, initiative, a results-driven mindset, and a strong passion for sales growth and new business development.

Additional Experience

• Established professional relationships and networks within the agriculture industry that can support new business development.
• Experience selling SaaS, software, data, analytics, or technology solutions to agriculture-related businesses.
• Demonstrated success selling to senior executives and translating industry insights into compelling commercial opportunities.
• Experience developing new territories, prospecting into untapped accounts, or building a qualified sales pipeline from the ground up.
• Ability to identify opportunities to introduce multiple solutions across a prospective customer's business.
• Experience collaborating with Marketing and cross-functional commercial teams to accelerate lead generation and new customer acquisition.

Benefits

• Flexible working hours
• ~ Remote work model (position dependent)
• ~ Competitive Medical, Dental and Vision Insurance Plans
• ~Unlimited access to 13k+ courses via learning platform to support employee career advancement
• ~ Employee Assistance Program (EAP)

DTN is a pay for performance organization, which means there is the opportunity to advance your compensation with performance over time. The actual base pay offered for this position will be dependent upon many factors, including but not limited to: prior work experience, training/education, transferable skills, business needs, internal equity and applicable laws. LI-REMOTE

#DTN is a global data and technology company helping operational leaders in energy, agriculture, and weather-driven industries make faster, smarter decisions. Our Operational Decisioning Platform turns complex data into decision-grade insights—empowering customers to expand their margins, accelerate growth, and outpace risk. Confidence-Driven: We help customers move with clarity and conviction. We bring the data and operational knowledge leaders need to act.

Built for Industry: We speak operations because we come from operations. Our expertise is forged in fuel terminals, fields, flight paths, and forecasts.

We help customers lead through change with smarter decisioning.

We welcome and encourage applicants of all backgrounds, including minorities, women, veterans, and individuals with disabilities.