Full job description

About Ornata

Ornata is building the remote operations platform for agriculture.

We help farms operate machinery without a human in the cab, using the equipment they already own. Our service combines retrofit autonomy hardware, remote operators, AI, and operational systems to unlock the benefits of autonomy for every farm.

We are working with some of Australia’s leading broadacre farming businesses and are now building the commercial and operational foundations required to scale safely, reliably, and repeatably.

About the role

We are looking for a Commercial Lead to take Ornata from founder-led sales to a repeatable, scalable commercial function.

This is a senior, company-building role with the potential to grow into a CCO position as Ornata scales.

Today, Ornata’s commercial work is led by the founders. We have live deployments, strong customer interest, and growing demand from private farmers, large private farms, corporate farms, dealers, and strategic partners. The next stage is about turning that demand into a structured sales function with clear ownership, disciplined qualification, strong customer relationships, and a repeatable path to revenue growth.

You will lead sales and commercial strategy for Ornata. You will own the pipeline, build customer relationships, shape the sales process, and help define how we take remote operations and autonomy-as-a-service to market.

This role requires someone commercially ambitious, operationally grounded, and disciplined in how they sell. Ornata operates real machines, in real paddocks, for real customers. What we sell must match what our product, operations team, and customers can safely and reliably deliver.

You will need to work across the broad range of customer profiles and personality types in agriculture: from private owner-operators and farm managers through to executive teams at large corporate farms, dealership networks, and strategic partners. The right person will be able to build trust in the paddock, in the boardroom, and everywhere in between.

The role will include a significant amount of travel to spend time with customers, participate in demonstrations, support the sales cycle in person, and attend industry events.

What you’ll do

In this role, you will:

• Take ownership of the sales pipeline.
• Convert founder-led demand into a repeatable sales process.
• Lead sales with private farmers, large private farms, corporate farms, dealers, and strategic partners.
• Qualify the right customers and use cases.
• Shape pricing, packaging, and commercial terms.
• Build sales materials, proposals, and customer-facing collateral.
• Set up CRM, forecasting, and reporting discipline.
• Work closely with operations and engineering so commercial commitments are deliverable.
• Feed customer insight back into product, operations, and strategy.
• Structure a plan, including resourcing requirements, to achieve revenue targets.
• Define the future commercial team.

What success looks like

In the first 90 days, success will look like:

• Understanding Ornata’s product, service model, customer narrative, and current commercial pipeline.
• Building strong working relationships with the founders, operations, and engineering teams.
• Reviewing existing customer segments and defining a clear ideal customer profile.
• Establishing a practical qualification process for customers, use cases, and deployment readiness.
• Creating a structured sales process from first conversation through to proposal, contract, deployment, and expansion.
• Improving proposal and sales materials.
• Taking ownership of key founder-led opportunities.
• Structuring a plan, including resourcing requirements, to achieve revenue targets.
• Building trust with customers across private farms, corporate farms, dealer networks, and strategic partners.

Over the first 12 months, success means:

• High-quality new contracted revenue.
• A repeatable commercial process.
• Clearer customer segmentation.
• Stronger conversion of qualified opportunities.
• Disciplined pricing and commercial terms.
• A scalable dealer and partnership strategy.
• A stronger market narrative for Ornata.
• A clear plan for the future commercial team.
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