Business Development Director – West Coast USA

Aerobotics; California (MO); On-site; USD 150,000 - 230,000; Full time

Job summary

Aerobotics is seeking a Business Development Director to lead and scale our business across the West Coast of the United States, owning regional performance and shaping Go-To-Market strategy. The role emphasizes face-to-face client execution, closing complex high-value B2B deals, and close collaboration with global leadership, product, and operations teams.

Based in California or the Pacific Northwest, you will manage California and PNW P&L, build a high-performing regional team, drive new

Qualifications

• At least 5 years of experience in a senior sales role in AgTech, agriculture, or SaaS.
• A strong network of growers, ideally in perennial tree crops such as apples, cherries, citrus, almonds, or pistachios.
• Demonstrated experience working with enterprise customers and complex sales cycles.
• Proven track record of owning and delivering revenue targets and P&L responsibility.
• Strategic thinking combined with strong execution capability.
• Excellent communication and relationship-building skills, equally comfortable at farm level and in the boardroom.
• High level of ownership, accountability, and ability to operate independently.
• Customer-first mindset with a focus on long-term value creation.
• Valid driver’s license and willingness to travel regularly across the region.

Responsibilities

• Own and deliver the California and P&NW P&L, including revenue growth, margins, and cost management.
• Define and execute the West Coast market strategy across crops, regions, and customer segments.
• Build, lead, and develop a high-performing regional team across sales and customer success.
• Drive new business acquisition while expanding and retaining existing customer accounts.
• Establish strong relationships with key enterprise customers, grower organisations, and strategic partners.
• Oversee regional forecasting, pipeline management, and reporting aligned with global targets.
• Ensure world-class customer delivery and operational execution across all accounts.
• Partner with Product and Engineering teams to inform the roadmap based on West Coast market needs.
• Identify and develop strategic partnerships to accelerate growth.
• Represent Aerobotics at industry events, conferences, and key customer engagements.

Skills

Sales leadership

Enterprise sales

AgTech

Strategic thinking

Relationship building

Ownership

Travel readiness

Communication

Job description

We are looking for a Business Development Director to lead and scale our business across the West Coast of the United States, with full ownership of regional performance. This role requires sharp strategic vision and Go-To-Market expertise, as well as top-tier enterprise sales skills. We’re seeking someone who thrives on face-to-face client execution and is eager to roll up their sleeves to close complex, high-value B2B deals. You will work closely with global leadership, product, and operations teams to ensure strong alignment between market needs and product delivery.

The role will be based in California or the Pacific Northwest, ideally in the Central Valley or in or near the Yakima or Wenatchee regions of Washington State, with responsibility across all key fruit-producing regions on the West Coast.

What You’ll Do

• Own and deliver the California and PNW P&L, including revenue growth, margins, and cost management
• Define and execute the West Coast market strategy across crops, regions, and customer segments
• Build, lead, and develop a high-performing regional team across sales and customer success
• Drive new business acquisition while expanding and retaining existing customer accounts
• Establish strong relationships with key enterprise customers, grower organisations, and strategic partners
• Oversee regional forecasting, pipeline management, and reporting aligned with global targets
• Ensure world-class customer delivery and operational execution across all accounts
• Partner with Product and Engineering teams to inform the roadmap based on West Coast market needs
• Identify and develop strategic partnerships to accelerate growth
• Represent Aerobotics at industry events, conferences, and key customer engagements

What You’ll Need

• At least 5 years of experience in a senior sales role in AgTech, agriculture, or SaaS
• A strong network of growers, ideally in perennial tree crops such as apples, cherries, citrus, almonds, or pistachios
• Demonstrated experience working with enterprise customers and complex sales cycles
• Proven track record of owning and delivering revenue targets and P&L responsibility
• Strategic thinking combined with strong execution capability
• Excellent communication and relationship-building skills, equally comfortable at farm level and in the boardroom
• High level of ownership, accountability, and ability to operate independently
• Customer-first mindset with a focus on long-term value creation
• Valid driver’s license and willingness to travel regularly across the region