CORE RESPONSIBILITIES
- Own an annual revenue quota covering SaaS subscription ARR, consulting project revenue, and AI
agent upsell across Tier 3 and Tier 4 accounts - Manage a structured target account list (TAL) of food exporters, processors, seafood companies,
meat and dairy operations, and allied agri-businesses requiring compliance-driven traceability
transformation - Build expertise in TaaS platform, GS1 standards (EPCIS, GLN, GTIN, SSCC), and regulatory frameworks including USFDA-FSMA 204, EUDR, FSSAI, and HACCP/GFSI equivalents
- Lead solution-selling engagements: needs assessments, ROI modelling, executive presentations, and proof-of-concept deployments for medium and large enterprises
- Collaborate with the product, customer success, and AI teams to shape enterprise feature requirements and ensure customer outcomes are documented and fed back to product
- Prepare account plans, competitive briefs, and GTM reviews for leadership and investor communications; contribute to company’s market positioning narrative
- Build and maintain a partner ecosystem — logistics tech, ERP vendors, certification bodies, sustainability consultancies — as deal-accelerating channels
- Deliver market intelligence on buyer willingness-to-pay, competitor positioning, and emerging regulatory mandates across export destinations
- QUALIFICATIONS & EXPERIENCE
– 8–14 years in enterprise B2B sales or GTM; minimum 4 years in SaaS or tech-enabled services targeting food, agri, supply chain, or compliance technology
– Proven track record of closing complex, high-value deals with multi-stakeholder buying cycles — especially export-oriented food businesses
– Demonstrated ability to sell consulting + SaaS bundles, not just transactional subscriptions Domain Fluency
– Working knowledge of food supply chains — seafood, agro processing, meat, dairy, or FMCG export — at the operational level
– Familiarity with food safety and quality frameworks: HACCP, GFSI, ISO 22000, GlobalG.A.P., or equivalent
