Territory Manager; Sales + Customer Success — Orchard & Vineyard AgTech

Position: Territory Manager (Sales + Customer Success) — Orchard & Vineyard AgTech

Territory Manager (Sales + Customer Success) — Orchard & Vineyard Ag Tech

Company: Flora Pulse

Location: Davis, California (field-based; travel throughout CA with occasional travel to WA/OR)

Type: Full-time

Compensation: Base salary + performance-based commission/bonus (DOE)

About Flora Pulse

Flora Pulse builds sensors and tools that help orchards and vineyards understand and manage tree/vine water status
. We’re a small, privately funded team that’s spent years getting the technology right—now we’re focused on growing adoption with the right customers through strong relationships, excellent support, and real-world results.

Our customers are growers and vineyard/orchard teams. This is a high-touch, face-to-face business: trust, responsiveness, and social proof matter.

The Role

We’re hiring a Territory Manager to own grower relationships and territory execution in California. This role blends new sales + customer success (initially ~60/40, evolving as we scale). You’ll be the main point of contact for customers—helping them succeed, expanding accounts, and building a repeatable rhythm for follow-up, demos, and field activity.

This is not a “sit behind a desk and close from a lead list” job. You’ll spend meaningful time in the field with growers and partners, running demos, supporting installs when needed, and building a trusted presence in the territory.

What You’ll Do Sales / Territory Growth

• Own and grow a book of business across CA (and nearby regions as needed)
• Follow up with inbound leads, run discovery calls, and deliver demos (Zoom + in-person)
• Build and manage pipeline stages, next steps, and timelines (long-cycle, trust-based sales)
• Plan and execute relationship-based growth activities: grower visits, demo days, lunch-and-learns, and trade show presence
• Develop referral momentum and “social proof” from satisfied customers

Customer Success / Retention & Expansion

• Conduct proactive customer check-ins, troubleshoot/triage issues, and ensure successful ongoing use
• Identify expansion opportunities (additional blocks/acreage, more sites, additional seasons)
• Coordinate installation readiness and support—especially during seasonal install windows
• Capture customer feedback and translate it into clear internal action items

Process & Execution

• Maintain a simple "CRM-like" system (we’re building the process—your organization matters)
• Keep accurate notes, follow-up dates, and clear next steps for every account
• Build repeatable playbooks for outreach, check-ins, events, and referral asks

What We’re Looking For (Must-Haves)

• Proven experience in field-based sales and/or customer success with long sales cycles (ag, industrial, or similarly relationship-driven markets)
• Strong follow-through: you consistently do what you say you’ll do, and you track details well
• Comfort working independently as an individual contributor (this is a hands-on role)
• Excellent communication: clear discovery, crisp recaps, confident next steps
• Willingness to travel frequently within California (and occasionally WA/OR)
• Comfort being outdoors, visiting farms, and working directly with growers and field teams

Nice-to-Haves

• Experience selling to or supporting orchards, vineyards, irrigation, sensors, ag consulting, or farm operations
• Existing network with growers, PCAs, crop consultants, irrigation consultants, dealers, or ag retailers
• Technical aptitude: you can learn a product deeply and explain it simply
• Experience running lunch-and-learns, field demos, or partner-based selling

What Success Looks Like (First 90 Days)

• A clean, reliable territory cadence: customer check-ins, lead follow-up, demos, and next steps all moving without constant oversight
• Customers feel supported and confident; support issues are surfaced early and handled well
• Pipeline is organized and active, with consistent weekly momentum
• Early traction on referrals/social proof (reference growers, introductions, events planned)

Why This Role Is Different

Flora Pulse is growing sustainably. We’re looking for someone who enjoys building trust, doing the “boots-on-the-ground” work, and creating systems that make the territory stronger over time. If you’re energized by steady, relationship-driven growth—and you want real ownership—this is a great fit.

How to Apply

Apply via Linked In with:

• Your resume
• A short note answering:

What territory/field sales or customer success work are you most proud of?

What’s your experience with long-cycle, relationship-driven selling?

Are you based in CA or willing to relocate?

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