Account Executive

About the role

We're hiring an Account Executive to lead customer acquisition in Latin America — the largest and least digitized market in food & agri traceability.

You'll work directly with the CRO and founding team to close deals with commodity exporters (coffee, cocoa, soy, meat, seafood), retailers and industrial producers. You're not selling generic software — you're selling a solution to an urgent regulatory problem (FSMA 204, EUDR).

What you'll do

• Run the end-to-end sales cycle: prospecting, qualifying, demos, negotiation, closing.
• Build outbound pipeline — producers, exporters, retailers — focused on companies affected by FSMA 204 or EUDR.
• Partner with the Solutions Engineer for technical discovery and tailored proposals.
• Represent Darwin at industry conferences and trade shows (SIAL, Gulfood, Fruit Logistica) and local events.
• Collaborate with Marketing to refine ICP, messaging and sales playbooks.
• Report pipeline and forecast with rigor (HubSpot, weekly reviews).

What we're looking for

• 5+ years in B2B sales, preferably SaaS or complex technical solutions.
• Prior experience in food & agri, logistics, supply chain or compliance tech. A plus if you've sold to exporters or retailers.
• Track record of closing 6-figure deals with long sales cycles (3-9 months).
• Advanced English (C1) — many of our customers are multinationals or export to US/EU.
• Consultative mindset: you understand we're selling operational change, not just software.
• Autonomy and ownership — small team, fast decisions, no micromanagement.

Nice to have

• Existing network in US/EU retailers, Latin American exporters or producer groups.
• Experience with sales cycles involving technical stakeholders (CTO, Head of IT, Compliance).
• Knowledge of blockchain/Web3 applied to supply chain (not required — we'll train you).

What we offer

• USD base salary + aggressive variable by performance (transparent OTE from the first call).
• Equity — if you join early, you benefit as the company grows.
• 100% remote, flexible hours, async-first.
• Budget for travel to conferences and customer visits.
• Continuous training — courses, books, conferences.

Process

1. First call (30 min) — with CRO to understand your experience and cultural fit.
2. Case study — we give you a real scenario, you put together how you'd tackle it.
3. Deep dive (60 min) — case study presentation + conversation with CEO.
4. References — we talk to 2-3 people who have worked with you.
5. Offer within 48h of the previous step.