Director of Sales, Transport




Indigo improves grower profitability, environmental sustainability, and consumer health through the use of natural microbiology and digital technologies. Utilizing beneficial plant microbes and agronomic insights, Indigo works with growers to sustainably produce high quality harvests. The company then connects growers and buyers directly to bring these harvests to market. Working across the supply chain, Indigo is forwarding its mission of harnessing nature to help farmers sustainably feed the planet. The company is headquartered in Boston, MA, with additional offices in Memphis, TN, Research Triangle Park, NC, Sydney, Australia, Buenos Aires, Argentina, and São Paulo, Brazil.       

The Sr. Director, Head of Revenue is responsible to lead the sales planning and execution activities for the Transport sales team consisting of inside and outside salespeople.  This includes setting quarterly targets, providing input to the sales incentive plans (SIP), facilitating the closure of large partnership deals and monitoring weekly activities for effectiveness.


Within 30 days, be in the cadence of being in the field at least eight days per month

  • Hear directly from customers what they like and don’t like about Transport’s offer
  • Assess and coach Regional Managers (RMs) and KAMs and understand gaps in training and marketing materials

Within 30 days have a close relationship with Marketplace BAM and GAM leadership

  • Understand Pod strategies and deploy Transport resources to work effectively to drive attach rate

Within 30 days, focus Inside Sales to deliver successfully on overall sales targets

  • Have a point of view on the role of inside sales vs field sales and where each may be effective

Within 30 days, provide strategic guidance to channel marketing to ensure lead generation and channel strategy are effectively implemented

  • Understand customer acquisition cost and conversation through the funnel

Within 45 days instill a clear process for weekly/monthly/quarterly forecasting that will provide insight into performance against targets effectively and accurately

  • Within 90 days, deliver on company targets on a quarterly basis with high accountability and ownership
  • Each KAM, SAM, CAM should have a plan on how they will reach their forecast
  • Each RM should have a plan on how to reach their forecast
  • Be able to participate in weekly prioritization calls to manage platform load opportunities

Within 45 days build a close relationship with Commercial Operations to give input to ensure training is the right amount of the right content at the right time as measured by the field and inside teams passing reasonable assessments

  • Clear direction on key areas of training and assessments
  • Quantitative scores by KAM by region showing where there are gaps
  • Plan to use content and instruction to fill gaps with monitored progress

Within 1 quarter provide input on the strategic role of Sales Force and process to maintain data integrity and maximum value for the sales team

  • Work with Commercial Operations to set business requirements

Develop, manager and hire A+ Regional Account Managers who will focus on delivering on Transport revenue and gross profit targets along with platform adoption and engagement

  • Within 90 days, work with People to refine who we hire using a fact-based approach
  • Drive usage of Sales Force such that any KAM is able to run reports and discuss the health of their funnel accurately
  • Meeting cadence and content reflect the prescriptive sales process

Within 90 days, take ownership and accountability of incentive planning

  • Review comp plan and provide revise as necessary to meet Transport goals
  • Launch SPIFs as appropriate


  • Master’s degree in related field preferred
  • Management Experience preferred
  • Power user of Sales Force
  • Successfully led a sales team using a prescriptive sales process
  • Willing to travel 75%+
  • Has demonstrated ability to close large deals



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