The Role
Build the sales pipeline from scratch for an ag-robotics startup: own full sales cycle, run discovery and demos, manage pilots to rollout, act as product expert and first-line support, travel to farms, and feed field insights back into product and pricing.
Summary Generated by Built In
About Us
The Role
What You'll Do
What We're Looking For
Nice to Have
What We Offer
At moss.ag, we build robots to go where humans won't, digitizing the physical outdoor world to make it machine-readable. Starting with tree farms — where a single field holds millions of plants no human has ever fully inventoried. 🌲🤯🌳
We’re a small team of practical engineers with a long-term vision. We focus on real, messy, on-the-ground problems today, while working toward a future where autonomous field robots make harsh outdoor jobs easier and safer.
If our mission aligns with how you work and think, we’d love to learn more about you!
We are looking for our first Sales Lead.
So far our founders have sold every deal themselves, standing in the field with growers. We know who buys, why they buy, and what makes a deal die. Your job is to take what we have learned and go much further with it than the founders can while also building everything else.
This is not a normal sales job. There is no lead list waiting for you, no marketing engine, and no brand recognition to lean on. You will build the pipeline from nothing, learn our technology well enough to explain it to a nursery owner in his truck, and be in the field often enough to get mud on your boots.
The role is also wider than pure selling for now. Until we are big enough to split the work, you will be the product expert in the room and the first person a customer calls when something goes wrong.
You will report directly to the CEO and work alongside her on every deal.
- Own the full sales cycle: research, outreach, discovery, demo coordination, pricing, negotiation and close
- Become the product expert. Not just the pitch, but how the sensor kit works, what our AI models do well, and where they are still weak. We will onboard you properly and teach you what you need, but this role only works if you learn fast and keep up as the product changes
- Represent our products honestly. You will know our real numbers and our known limits, and you will say them out loud to a customer rather than promise something we cannot do yet
- Be the first line of customer support for your own accounts until we are large enough to have a team for it. Take the call when something goes wrong in the field, get enough detail to be useful, and triage the issue to engineering with clear reproduction steps. You are not expected to fix it yourself
- Build and maintain the target account list for nurseries and tree farms across the country
- Run discovery calls that get a grower to describe how they actually count inventory today and what it costs them when they get it wrong
- Travel to farms for site visits and demos
- Build the payback and ROI case for each customer, in their numbers, not ours
- Manage pilots from signature through to expansion into a paid rollout
- Keep the pipeline and call notes clean enough that the whole team can see the state of every deal
- Feed what you hear in the field back into product, pricing and positioning. We want the patterns across twenty conversations, not a relay of individual requests
We care much more about curiosity, speed of learning and how you connect with people than about years of quota carrying experience.
- Deep curiosity about how things work. You want to understand our technology, not just recite a pitch
- Open minded. Every farm we visit is its own situation, with its own history and constraints, and you treat it that way instead of fitting it to a script. You are willing to be wrong about what a customer needs
- Good at spotting trends and patterns. After twenty conversations you can tell us what keeps coming up, and what it means for our pricing, our product and how we pitch
- Learns fast and without hand holding. You can go from zero to credible on a technical topic in weeks
- Genuinely good with people, and comfortable with growers and farm owners as well as engineers
- Self directed. You can build a target list, pick up the phone and keep going through months of no
- Clear and proactive written and verbal communication
- Organized and reliable. You plan your own week, and you show up when you said you would, including at 6am on a farm two hours from anywhere
- Comfortable with travel and with time outdoors in the field
- Valid driver's license and willingness to travel to customer sites
- Any background in agriculture, horticulture, nurseries, landscaping or farm equipment
- Experience selling something physical and considered, with a sales cycle measured in months
- Experience being early at a startup, or having built something from scratch on your own
- Full time salaried position with commission and meaningful early equity
- Direct work with the founders on every deal, and real influence on product and pricing
- Travel covered for customer visits, with all field gear provided
- Based in our San Francisco office if you want it, or remote if you would rather be closer to growing regions. Remote hires come to SF for onboarding and roughly one week a quarter
- The chance to build a sales function from zero at a robotics company with paying customers
Skills Required
- Deep curiosity about how things work and ability to learn technical products quickly
- Fast learner who can become a credible product expert without hand holding
- Strong interpersonal skills; comfortable engaging growers, farm owners, and engineers
- Self-directed; able to build a target list and sustain outreach over long sales cycles
- Clear and proactive written and verbal communication
- Organized and reliable; able to plan schedule and meet commitments including early starts
- Comfortable with travel and time outdoors in the field
- Valid driver's license and willingness to travel to customer sites
- Background in agriculture, horticulture, nurseries, landscaping, or farm equipment
- Experience selling physical products with multi-month sales cycles
- Experience at an early-stage startup or building something from scratch
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
moss is an agtech company that designs and builds autonomous ground vehicles and robotics solutions for specialty crop farms. By utilizing a sophisticated stack of LiDAR, cameras, and GPS, the company provides farmers with high-fidelity digital inventory and field data. Their mission is to address labor shortages and enhance agricultural productivity by enabling autonomous farming through AI-powered monitoring and management of plant and field conditions.
