Account Executive

About Bonsai Robotics

Bonsai Robotics develops affordable, vision-based autonomy that makes off-road equipment smarter, safer, and more productive. We are redefining outdoor autonomy with Bonsai Intelligence, a connected platform that’s inspired by biology to see, think, and act with precision like a human. We bring together advanced perception, embodied AI, integrations with equipment manufacturers, and our compact, modular Amiga vehicles to deliver reliable automation to the world’s most demanding field operations—reducing costs and increasing operational efficiencies.

About the role

Bonsai builds physical AI for the rugged world. Agriculture today, everything else next. The Account Executive sells Bonsai autonomy to growers: the Amiga Max and Amiga Flex platforms direct and with channel partners, and OMC AR500 autonomy with OMC dealers. The role owns a book of grower accounts from first conversation through purchase order, deployment handoff, and expansion, and carries a bookings quota.

Bonsai sells through channel partners where a qualified partner exists and direct where one does not. The Account Executive works both ways: co-selling with dealer and VAR partners in their territories, and selling direct in the territories and segments no partner covers yet. Strategic and lighthouse accounts named by the CRO stay with the CRO and the VP roles; this role supports them on specific deals when asked.

The book today spans vineyards and table grapes, berries, nut crops, leafy greens and vegetables, and nurseries and forestry, plus a growing set of non-farm buyers of the same machines: solar vegetation management, research institutions, and universities.

What you'll do

Selling

• Own a named book of grower accounts and a bookings quota. Land new accounts and grow existing ones into multi-unit fleets, season by season.
• Lead with the Amiga Max and Interlink PowerTube sprayer in trellis crops (vineyards, table grapes, apples) and the 80-inch Max sprayer in leafy greens and vegetables. Sell the Flex where it fits: research, nurseries, and lighter implement work. Sell OMC AR500 autonomy subscriptions into nut crops with OMC dealers.
• Qualify on operation, acreage, implements, labor and spray program, budget and season timing before a demo is scheduled. The buyer is the owner or general manager; the farm manager sets the requirement. Sell to each.
• Run field demos with the sales engineer: logistics, operator training, the grower’s own block, an agreed success test, and a written next step before leaving the field. Use the Bonsai demo days program and partner demo inventory.
• Quote, negotiate, and close on Bonsai’s standard terms. Pricing exceptions go to the CRO with a recommendation.

Channel

• Co-sell with Bonsai’s dealer and VAR partners in their territories: joint grower calls, demos on partner units, and deal registration in Salesforce. Partner-assisted deals pay commission at the partner rate.
• Route qualified leads in partner territories to the partner and stay on the deal through close.
• Bring partner feedback on pricing, lead quality, and enablement gaps to the VP Global Business Development.

Deployment and expansion

• Stay accountable to the grower through deployment: handoff to customer success, first-season check-ins, and open issues followed to closure. Expansion units come from growers whose first machines work.
• Keep an expansion plan on every account: units by block and season, implements, and budget timing.

Pipeline and forecast

• Keep every opportunity in Salesforce current: stage, close date, amount, products and quantities, a next step dated inside 14 days, and a logged activity for every grower contact. An opportunity without a dated next step is treated as slipping.
• Deliver a weekly forecast (commit, best case, pipeline) to the revenue operations standard and re-rate it as deals move.
• Hold pipeline coverage of at least [4x] bookings targets at all times.

Market presence

• Represent Bonsai at the grower events in the territory: Unified Wine and Grape Symposium, World Ag Expo, almond and pistachio industry meetings, regional field days, and partner open houses.
• Bring field intelligence back: implement requests, crop and workflow gaps, and competitive activity. Log it in Salesforce and raise it in the weekly product feedback session.

Working relationships

• Chief Revenue Officer: manager. Weekly 1:1, weekly forecast call, Monday pipeline review.
• VP Global Business Development: partner territories, OEM dealers, deal registration, and channel conflicts.
• Sr Sales Engineer: demos, machine configuration, implement fit, and technical questions from growers.
• Head of Revenue Operations: Salesforce, quoting, forecast, and lead routing.
• Customer Success: deployment handoff, field issues, and first-season support.
• VP Marketing: events, collateral, and inbound leads.

Success measures

Targets to be agreed with the CRO in the first 30 days and reviewed quarterly.

• Bookings against quota, monthly and quarterly. [FY27 quota]
• Units booked, direct and partner-assisted, reported separately.
• New accounts landed and expansion units from existing accounts, by quarter.
• Pipeline coverage of at least [4x] quota; every open opportunity with a next step dated inside 14 days.
• Demo-to-order conversion and time from first contact to purchase order, tracked per account.
• Salesforce hygiene to the revenue operations standard: no open opportunity without a logged activity in the last 30 days.

Qualifications

• Five or more years selling capital equipment, precision ag technology, or autonomy to specialty crop growers, with a quota and a record of hitting it.
• Closed deals of $40K to $500K with owners and general managers of farming operations, and grown accounts from a first unit to a fleet.
• Experience running field demo programs: logistics, operator training, and the follow-through that turns a demo into a purchase order.
• Working knowledge of how growers decide: labor availability and cost, input and spray programs, financing, season timing, and the difference between a grower-owned operation and a management company.
• Experience selling with dealers or distributors, or a clear understanding of how a partner-assisted deal works.
• Existing relationships with California and West Coast specialty crop growers in wine and table grapes, berries, nut crops, or vegetables.
• Disciplined CRM practice. Salesforce preferred.
• Sells what ships today and represents what is coming accurately, on a roadmap that is still expanding.
• Field-based by preference. Harvest and spray windows set the calendar.
• Bachelor’s degree preferred, not required.

Location

[Hybrid / Remote] Field-based: most weeks include two to three days with growers and partners on farms. California Ag centers preferred, Salinas Valley, Central Valley, etc

Life at Bonsai Robotics

At Bonsai, we're building the future of robotics and we know that means investing in our people. We're committed to creating a workplace where you can do your best work, grow your skills, and feel genuinely part of something bigger.

Hybrid Flexibility (for selective roles)

We operate on a hybrid model because we believe the best collaboration happens both in person and from where you work best. You'll have the flexibility to split your time between our office and home, so you can stay connected to the team while maintaining the balance that works for you.

Work-life Balance

The best employees are those who create balance in their lives, which is why we prioritize balance and well-being for everyone at Bonsai. We foster a supportive environment where teammates look out for each other.

Covered Lunch

On in-office days, we've got lunch covered. It's a small thing that makes a big difference, with more time to connect with teammates and less to worry about.

Wellness and Benefits

Your health matters. We offer comprehensive health insurance (medical, dental, vision), mental health support, and wellness programs designed to help you thrive both physically and mentally.

Collaborative Culture

At Bonsai, you're not just part of a team, you're part of a community. We celebrate wins together, support each other through challenges, and genuinely enjoy the people we work with. From team events to cross-functional collaboration, we're building something together.

Mission-driven Work

Every day, you're contributing to advancements in robotics that matter. If you're excited about innovation and impact, you'll find it here.

Bonsai Robotics is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status or any other category protected by law.