Commercial Strategy Lead, AgTech Autonomy

Ornata; Richmond (VA); On-site; USD 150,000 - 230,000; Full time

Job summary

Ornata is building the remote operations platform for agriculture, seeking a senior Commercial Lead to transition from founder-led sales to a scalable commercial function. You will own the pipeline, build customer relationships, shape the sales process, and define how autonomy-as-a-service reaches market.

The role requires commercially ambitious leadership, operational rigor, and the ability to work with diverse customer profiles across farming, dealerships, and partners.

Qualifications

• Senior commercial leader with demonstrated ability to build a scalable function.
• Experience selling complex B2B products or services.
• Track record of winning strategic or enterprise customers.
• Ability to build a disciplined sales process, pricing, and forecasting.
• Comfort working with founders and executives, plus travel to meet customers.

Responsibilities

• Take ownership of the sales pipeline and convert founder-led demand into a repeatable process.
• Lead sales with a range of customers including private farms, corporate farms, dealers, and partners.
• Define pricing, packaging, and commercial terms for scalable revenue growth.
• Build sales materials, CRM, and forecasting discipline; coordinate with product and operations to ensure deliverability.

Skills

Enterprise sales

Strategic leadership

Forecasting & pricing

Stakeholder management

Job description

Ornata is building the remote operations platform for agriculture, seeking a senior Commercial Lead to transition from founder-led sales to a scalable commercial function. You will own the pipeline, build customer relationships, shape the sales process, and define how autonomy-as-a-service reaches market.

The role requires commercially ambitious leadership, operational rigor, and the ability to work with diverse customer profiles across farming, dealerships, and partners.