Business Development Director - West… at Aerobotics · California

About Aerobotics Our mission is to provide intelligent tools to feed the world. We do this by delivering actionable tree and fruit insights to growers across 18 countries, powered by imagery and advanced computer vision.

To date, we've analysed over 400 million trees from the sky, and more than 300 million fruit up close, helping farmers make critical operational and agricultural decisions that maximise yield and efficiency. Our global team of 50+ professionals is headquartered in Cape Town, with commercial offices in the USA, Australia, Portugal, Spain, and South America.

The Opportunity We are looking for a Business Development Director to lead and scale our business across the West Coast of the United States, with full ownership of regional performance. This role requires sharp strategic vision and Go-To-Market expertise, as well as top-tier enterprise sales skills. We're seeking someone who thrives on face-to-face client execution and is eager to roll up their sleeves to close complex, high-value B2B deals. You will work closely with global leadership, product, and operations teams to ensure strong alignment between market needs and product delivery.

The role will be based in California or the Pacific Northwest, ideally in the Central Valley or in or near the Yakima or Wenatchee regions of Washington State, with responsibility across all key fruit-producing regions on the West Coast.

What You'll Do

• Own and deliver the California and PNW P&L, including revenue growth, margins, and cost management
• Define and execute the West Coast market strategy across crops, regions, and customer segments
• Build, lead, and develop a high-performing regional team across sales and customer success
• Drive new business acquisition while expanding and retaining existing customer accounts
• Establish strong relationships with key enterprise customers, grower organisations, and strategic partners
• Oversee regional forecasting, pipeline management, and reporting aligned with global targets
• Ensure world-class customer delivery and operational execution across all accounts
• Partner with Product and Engineering teams to inform the roadmap based on West Coast market needs
• Identify and develop strategic partnerships to accelerate growth
• Represent Aerobotics at industry events, conferences, and key customer engagements

What You'll Need

• At least 5 years of experience in a senior sales role in AgTech, agriculture, or SaaS
• A strong network of growers, ideally in perennial tree crops such as apples, cherries, citrus, almonds, or pistachios
• Demonstrated experience working with enterprise customers and complex sales cycles
• Proven track record of owning and delivering revenue targets and P&L responsibility
• Strategic thinking combined with strong execution capability
• Excellent communication and relationship-building skills, equally comfortable at farm level and in the boardroom
• High level of ownership, accountability, and ability to operate independently
• Customer-first mindset with a focus on long-term value creation
• Leadership experience managing and scaling teams is a plus
• Valid driver's license and willingness to travel regularly across the region

Application Process

• Submit your CV and a clear motivation for the role and Aerobotics
• Initial interview with Head of People
• Interview with the Commercial Team
• Strategic project & presentation
• Final interview with CEO