Account Executive - California
We are looking for a
There are 2.7B deskless workers globally, and one-third work in agriculture. Software tools built for white-collar workers just don’t work for agricultural workers who are often lower literacy, migrant, unbanked, and not accustomed to using email and apps. That’s where we come in.
Ganaz is the workforce management platform for the $1+ trillion North American agriculture and food manufacturing industry. We help create safer, fairer, and more profitable workplaces while providing the financial services needed to help workers forge a path out of poverty. Our software currently helps employers onboard, train, communicate with, and retain their multilingual, deskless workforce. We recently launched payroll cards with integrated remittances, saving money for both workers and employers in this large and underserved market. We’re working with some of the largest and best brands in the industry, and our product offerings and customer base are growing fast.
We seek a motivated and mission-driven Account Executive to join our sales team as we dramatically grow the number of businesses (farms & food manufacturers) and workers using the Ganaz platform. The Account Executive will have a deep understanding of customer needs and be able to demonstrate how Ganaz’s products meet those needs, managing the entire sales cycle from prospecting to close. This role reports to the VP of Growth & Customer Care and is remote, but the candidate will need to live in their region (CA) in order to meet and serve customers in person.
What you’ll do
Within 1 month, you will…
Develop a comprehensive understanding of the Ganaz tools and the value they bring to our customer.
Shadow and participate in 5+ demos either in person or via Zoom.
Visit with 5 to 10 current clients to understand why they chose Ganaz and continue working with us.
Spend 2 weeks with our VP of Growth & Customer Care within and outside of your region.
Build a strong relationship with the Ganaz Customer Success team.
Identify competition within your region and how you will differentiate Ganaz.
Be able to demonstrate our platform in person and via Zoom.
Begin generating new leads and referrals by:
Leveraging your network.
Researching and through outbound activities.
Building relationships with other agriculture vendors with which you can partner and collaborate.
Within 3 months, you will…
Act as the primary point of contact and the face of Ganaz for your prospects during the entire sales cycle, from prospecting to contract agreement.
Own and build your own pipeline.
Contribute to root cause analysis on wins and losses.
Contribute to interviewing and hiring other AEs to ensure we build a strong team and sales culture.
Land at least 1 deal
Within 6 months, you will...
Own your region - have activities in place that enable you to reach or exceed your sales goals (including new leads, demos, and deals per month).
Participate in conventions and expos to generate leads, build relationships, and position Ganaz as an expert in the industry.
Recommend and implement new approaches for lead generation in your region and for Ganaz as a whole.
What you’ll bring
To the job:
Excellent sales skills:
Proven success with the full sales cycle from lead generation to close with medium, large, and enterprise organizations across a sales region.
Excellent communication, presentation, negotiation, and closing skills, including the ability to communicate effectively with all types of people, from field workers to HR managers to C-Level individuals - in English and ideally in Spanish as well.
Ability to quickly learn and use new software and systems, including demonstrating our platform to customers and quickly adopting our internal systems.
A sense of urgency and hunger to hit increasingly ambitious sales goals, and an ability to work independently to do so.
Deep customer empathy and understanding.
Ability to listen carefully to customers to uncover their needs, fears, and motivations, empathize with those, and offer creative ways to solve them using Ganaz.
Strong empathy for all our customers - growers and workers - and a true desire to see them benefit from their investment with you and Ganaz.
To our mission and our company:
Excitement at the prospect of serving an often overlooked workforce, creating products that positively impact people’s lives.
A strong sense of ownership that extends beyond individual tasks and drives you to learn, experiment, and seek solutions to problems. You are more comfortable with “what needs to be true” than “that can’t be done”.
A desire to contribute to and strengthen our team through sharing experiences and collaborating on best practices and shared tools and systems.
A belief that all people deserve to be treated with empathy and respect.
A track record of excellence, of encouraging yourself and others to always do better.
Experience and relationships in the ag sector.
Ability to travel up to 30% of the time.
5+ years of professional sales experience with a proven track record of success.
Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location.
The base salary range for this position in the United States is $80,000 to $100,000. The total compensation package for this position may also include performance bonuses, commission, benefits, and/or other applicable incentive compensation plans.
What else you’ll need to know:
Ganaz is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws or our own sensibilities.
At Ganaz, diversity is more than a nice-to-have; it’s a critical ingredient for our success. We welcome applications from those who are traditionally underrepresented in tech. If you like the sound of this position but are not sure if you are the perfect fit, please apply!
Ganaz is a public benefit corporation, building technology to foster well-being and prosperity for industry, workers, and their communities.