Senior B2B Sales Representative, Ingredient and By-Products (US, Remote)
About the position
This is a rare opportunity to join Paleovalley and Wild Pastures as our first dedicated B2B sales hire, focused on selling bone meal, tallow, and other by-products into agriculture, animal feed, pet food, supplement wholesale, food manufacturing, and foodservice markets nationwide.
You won’t be stepping into a fully built sales machine. You’ll be helping create it.
This role is ideal for an experienced sales professional who knows how to generate business, build trust-based relationships, and create structure where none yet exists. You’ll have significant autonomy, direct access to leadership, and the opportunity to shape how outbound sales works nationally at two mission-driven brands that are growing quickly and thoughtfully.
Responsibilities
• Develop and execute an outbound B2B sales strategy for bone meal, tallow, and other by-products across agriculture, animal feed, pet food, supplement, food manufacturing, and foodservice industries.
• Research, identify, and prioritize target accounts nationwide, creating and refining an Ideal Customer Profile (ICP) across multiple industries and use cases.
• Build a repeatable sales playbook from the ground up, including outreach messaging, qualification criteria, discovery approach, pricing conversations, objection handling, and follow-up cadence.
• Generate pipeline through proactive prospecting, relationship mapping, referrals, trade shows, and industry networking.
• Manage the entire sales process from first contact through close: outreach, discovery, education, quoting, negotiation, and account handoff.
• Develop long-term, trust-based relationships with buyers, procurement teams, operators, manufacturers, and distributors.
• Clearly communicate product value in markets where customers care deeply about sourcing integrity, consistency, specifications, reliability, and long-term partnership, not just price.
• Partner closely with operations and leadership to align customer needs with product availability, specifications, packaging formats, pricing strategy, and logistics.
• Maintain accurate CRM records, manage pipeline visibility, and provide regular forecasts and updates to support production and inventory planning.
• Bring market insights back to the team, including competitive intelligence, emerging customer needs, demand trends, and new channel opportunities.
• Collaborate closely with Operations and Quality teams to support customer needs, including creating and maintaining SKU sheets, product specifications, and documentation required for customer onboarding.
• Coordinate with internal teams on logistics considerations such as packaging formats, minimum order quantities, lead times, freight, and delivery requirements.
• Support customers through technical, quality, and operational questions, ensuring expectations are clearly defined and met before and after sale.
• Support operational execution when needed, including assisting with fulfillment coordination, logistics troubleshooting, and other cross-functional tasks to ensure customer commitments are met.
• Travel regularly across the United States to visit customer sites, attend industry events, and participate in trade shows
Requirements
• 5-8+ years of overall sales experience, preferably in B2B or outside sales roles.
• At least 5 years of experience selling within agriculture, animal feed, pet food, food manufacturing, supplements, ingredients, or related industries.
• Proven success generating pipeline through outbound prospecting rather than relying on inbound leads.
• Comfort working independently with high ownership, initiative, and accountability.
• Ability to build structure, process, and documentation from scratch (playbooks, CRM workflows, reporting).
• Strong communication and negotiation skills, with the ability to explain ingredient-based or operational products to practical, detail-oriented buyers.
• Willingness to travel regularly and spend time in the field building relationships.
• Willingness to support operational and logistical execution when needed in a fast-moving environment.
Nice-to-haves
• Experience selling ingredients, commodities, or by-products.
• Familiarity with regenerative agriculture, natural foods, or sustainability-focused brands.
• Experience in early-stage, high-growth, or entrepreneurial environments.
• A genuine passion for real food, soil health, animal welfare, and rebuilding the food system.
Benefits
• Medical, dental, and vision coverage with 100% employer-paid dental/vision and a small monthly medical premium for employees; dependents may be added at employee cost
• Generous Paid time off to support balance and rest
• Paid sick time for when you need it
• Six (6) paid holidays each year
• Paid parental leave for growing families
• 100% company-paid Short-Term Disability, Long-Term Disability, and Life Insurance
• 401(k) with up to a 4% company match after one year of service
• Monthly product stipend or access to perfectly imperfect damaged product so you can enjoy the nutrient-dense foods you help bring to others
Apply tot his job
Apply To this Job
This is a rare opportunity to join Paleovalley and Wild Pastures as our first dedicated B2B sales hire, focused on selling bone meal, tallow, and other by-products into agriculture, animal feed, pet food, supplement wholesale, food manufacturing, and foodservice markets nationwide.
You won’t be stepping into a fully built sales machine. You’ll be helping create it.
This role is ideal for an experienced sales professional who knows how to generate business, build trust-based relationships, and create structure where none yet exists. You’ll have significant autonomy, direct access to leadership, and the opportunity to shape how outbound sales works nationally at two mission-driven brands that are growing quickly and thoughtfully.
Responsibilities
• Develop and execute an outbound B2B sales strategy for bone meal, tallow, and other by-products across agriculture, animal feed, pet food, supplement, food manufacturing, and foodservice industries.
• Research, identify, and prioritize target accounts nationwide, creating and refining an Ideal Customer Profile (ICP) across multiple industries and use cases.
• Build a repeatable sales playbook from the ground up, including outreach messaging, qualification criteria, discovery approach, pricing conversations, objection handling, and follow-up cadence.
• Generate pipeline through proactive prospecting, relationship mapping, referrals, trade shows, and industry networking.
• Manage the entire sales process from first contact through close: outreach, discovery, education, quoting, negotiation, and account handoff.
• Develop long-term, trust-based relationships with buyers, procurement teams, operators, manufacturers, and distributors.
• Clearly communicate product value in markets where customers care deeply about sourcing integrity, consistency, specifications, reliability, and long-term partnership, not just price.
• Partner closely with operations and leadership to align customer needs with product availability, specifications, packaging formats, pricing strategy, and logistics.
• Maintain accurate CRM records, manage pipeline visibility, and provide regular forecasts and updates to support production and inventory planning.
• Bring market insights back to the team, including competitive intelligence, emerging customer needs, demand trends, and new channel opportunities.
• Collaborate closely with Operations and Quality teams to support customer needs, including creating and maintaining SKU sheets, product specifications, and documentation required for customer onboarding.
• Coordinate with internal teams on logistics considerations such as packaging formats, minimum order quantities, lead times, freight, and delivery requirements.
• Support customers through technical, quality, and operational questions, ensuring expectations are clearly defined and met before and after sale.
• Support operational execution when needed, including assisting with fulfillment coordination, logistics troubleshooting, and other cross-functional tasks to ensure customer commitments are met.
• Travel regularly across the United States to visit customer sites, attend industry events, and participate in trade shows
Requirements
• 5-8+ years of overall sales experience, preferably in B2B or outside sales roles.
• At least 5 years of experience selling within agriculture, animal feed, pet food, food manufacturing, supplements, ingredients, or related industries.
• Proven success generating pipeline through outbound prospecting rather than relying on inbound leads.
• Comfort working independently with high ownership, initiative, and accountability.
• Ability to build structure, process, and documentation from scratch (playbooks, CRM workflows, reporting).
• Strong communication and negotiation skills, with the ability to explain ingredient-based or operational products to practical, detail-oriented buyers.
• Willingness to travel regularly and spend time in the field building relationships.
• Willingness to support operational and logistical execution when needed in a fast-moving environment.
Nice-to-haves
• Experience selling ingredients, commodities, or by-products.
• Familiarity with regenerative agriculture, natural foods, or sustainability-focused brands.
• Experience in early-stage, high-growth, or entrepreneurial environments.
• A genuine passion for real food, soil health, animal welfare, and rebuilding the food system.
Benefits
• Medical, dental, and vision coverage with 100% employer-paid dental/vision and a small monthly medical premium for employees; dependents may be added at employee cost
• Generous Paid time off to support balance and rest
• Paid sick time for when you need it
• Six (6) paid holidays each year
• Paid parental leave for growing families
• 100% company-paid Short-Term Disability, Long-Term Disability, and Life Insurance
• 401(k) with up to a 4% company match after one year of service
• Monthly product stipend or access to perfectly imperfect damaged product so you can enjoy the nutrient-dense foods you help bring to others
Apply tot his job
Apply To this Job