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



Apply for this Job

* Required

U.S. Equal Opportunity Employment Information (Completion is voluntary)

Individuals seeking employment at Indigo are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements.

Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Form CC-305

OMB Control Number 1250-0005

Expires 1/31/2020

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

Because we do business with the government, we must reach out to, hire, and provide equal opportunity to qualified people with disabilities1. To help us measure how well we are doing, we are asking you to tell us if you have a disability or if you ever had a disability. Completing this form is voluntary, but we hope that you will choose to fill it out. If you are applying for a job, any answer you give will be kept private and will not be used against you in any way.

If you already work for us, your answer will not be used against you in any way. Because a person may become disabled at any time, we are required to ask all of our employees to update their information every five years. You may voluntarily self-identify as having a disability on this form without fear of any punishment because you did not identify as having a disability earlier.

How do I know if I have a disability?

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Blindness
  • Deafness
  • Cancer
  • Diabetes
  • Epilepsy
  • Autism
  • Cerebral palsy
  • Schizophrenia
  • Muscular dystrophy
  • Bipolar disorder
  • Major depression
  • Multiple sclerosis (MS)
  • Missing limbs or partially missing limbs
  • Post-traumatic stress disorder (PTSD)
  • Obsessive compulsive disorder
  • Impairments requiring the use of a wheelchair
  • Intellectual disability (previously called mental retardation)
Reasonable Accommodation Notice

Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.

1Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.