Account Executive - Market Development

Phytech; California (MO); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) with company match

Job summary

Phytech is seeking a Senior Account Executive to lead strategic market development across California and the Pacific Northwest. This hunter role focuses on new business and building a self-generated pipeline through disciplined outbound activity.

You will own multi-year growth, negotiate strategic deals, and cultivate executive-level relationships with growers and operators while collaborating with cross-functional teams to deliver value from first contact through implementation.

Qualifications

• 5–8 years of quota-carrying B2B sales experience.
• Proven success building pipeline through outbound prospecting.
• Experience managing complex, consultative sales cycles.
• Strong understanding of California specialty crop agriculture.
• Strong negotiation and business-development skills.
• Salesforce proficiency.
• California residency, with willingness to travel extensively throughout California and the Pacific Northwest.

Responsibilities

• Lead your territory with a multi-year growth strategy — prioritize high-value accounts and identify emerging market opportunities.
• Generate your own pipeline through consistent outbound prospecting — not just when pipeline is low.
• Lead complex, consultative sales cycles — quantify business value, build ROI cases, navigate multiple stakeholders, negotiate agreements, and close strategic deals.
• Build executive-level relationships with growers, owners, and operators — in the field, where credibility is earned.
• Collaborate with Agronomy, Customer Success, Marketing, Product, and Operations to deliver value from first contact through implementation.

Skills

Quota carrying

Pipeline building

Outbound prospecting

Consultative sales

Negotiation

Salesforce

Travel willingness

California ag knowledge

Education

Bachelor's degree in Agriculture

Tools

Salesforce

Job description

Senior Account Executive - Market Development

California, USA

About the job

Phytech is transforming agriculture. Our technology combines real-time plant, soil, weather, and irrigation data so growers can improve yield, optimize water use, and increase profitability. We work alongside some of the world's most progressive growers, solving real operational challenges through technology.

As we expand across California and the Pacific Northwest, we're hiring a Senior Account Executive to lead strategic market development — winning high-value growers, navigating complex sales cycles, and operating as a commercial leader with a high degree of autonomy.

This isn't your typical sales role

We're not looking for someone to manage a territory. We're looking for someone to build one.

This is a true hunter role focused on new business. You won't inherit a mature book of business or spend your days servicing existing accounts. You'll find opportunities where others don't, earn growers' trust through genuine relationships and agricultural knowledge, and build pipeline through disciplined prospecting. This is not a Customer Success or account-management role, and leads are not handed to you — success comes from creating opportunities through persistence, curiosity, and consistent outbound activity.

What you'll do

• Lead your territory with a multi-year growth strategy — prioritize high-value accounts and identify emerging market opportunities.
• Generate your own pipeline through consistent outbound prospecting — not just when pipeline is low.
• Lead complex, consultative sales cycles — quantify business value, build ROI cases, navigate multiple stakeholders, negotiate agreements, and close strategic deals, often against competing technologies.
• Build executive-level relationships with growers, owners, and operators — in the field, where credibility is earned.
• Collaborate with Agronomy, Customer Success, Marketing, Product, and Operations to deliver value from first contact through implementation.

What success looks like

• Consistently exceeding an ambitious annual quota.
• A robust, self-generated pipeline.
• Strategic grower wins across your territory.
• Winning against alternative technologies.
• Executive-level customer relationships.
• Sharper commercial processes and best practices shared across the team.
• Phytech well represented at industry events and customer meetings.

What you'll bring

• 5–8 years of quota-carrying B2B sales experience, with a consistent record of exceeding targets.
• Proven success building pipeline through outbound prospecting.
• Experience managing complex, consultative sales cycles.
• Strong understanding of California specialty crop agriculture.
• Strong negotiation and business-development skills.
• Salesforce proficiency.
• California residency, with willingness to travel extensively throughout California and the Pacific Northwest.

Nice to have

• AgTech sales experience.
• Background in precision agriculture, irrigation technology, crop inputs, or agricultural services.
• Bachelor's degree in Agriculture, Agribusiness, Plant Science, or a related discipline.

What we offer

• First-year sales accelerator.
• Medical, dental, and vision insurance.
• 401(k) with company match.

Why Phytech

Your work here directly helps growers improve profitability while conserving agriculture's most valuable resource — water. You'll work alongside passionate experts, cutting-edge technology, and customers who are shaping the future of farming.

We're building a team growers genuinely enjoy working with — curious, humble, resilient people who do the hard work of earning trust. We care as much about how you win as whether you win: the best people here are relentless hunters and generous teammates who open new ground and make everyone around them better.