Territory Manager (Sales + Customer Success) — Orchard & Vineyard AgTech
Company: FloraPulse
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 FloraPulse
FloraPulse 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
FloraPulse 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 LinkedIn 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?