Commercial Lead - Ornata
On-site · Melbourne, Victoria, Australia
Job Summary
Lead sales and commercial strategy for Ornata's remote-operations platform in agriculture. Own the sales pipeline, convert founder-led demand into a repeatable process, and drive revenue growth with private farmers, large private farms, corporate farms, dealers, and strategic partners. Shape pricing, packaging, and commercial terms; build sales materials, proposals, and customer-facing collateral; set up CRM, forecasting, and reporting; collaborate closely with operations and engineering to ensure deliverable commitments; and define the future commercial team. This senior, company-building role requires operationally grounded, ambitious leadership capable of bridging field needs with executive strategy, and it includes a significant amount of travel to spend time with customers, perform demonstrations, and participate in industry events.
Required Qualifications
- Senior commercial leader with ability to combine sales execution, commercial structure, and executive judgement
- Experience selling complex B2B products or services
- Track record of winning strategic or enterprise customers
- Ability to build a sales process from early traction
- Comfort working directly with founders and contributing at executive level
- Discipline around qualification, pricing, forecasting, and commercial terms
- Ability to simplify complex technology for customers
- Willingness to travel regularly for meetings and events
Desired Qualifications
- senior commercial leader
- experience selling complex B2B products or services
- track record of winning strategic or enterprise customers
- ability to build a sales process from early traction
- experience with pricing, forecasting, and commercial terms
- ability to travel regularly for customer meetings, demonstrations, and industry events
- comfort working with founders at executive level
- ability to work with agriculture/agribusiness or related technologies (agtech, machinery, robotics, SaaS, equipment-as-a-service)
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