Yerba Madre—formerly Guayakí Yerba Mate—is the nearly 30-year pioneer of regenerative yerba mate [yer-bah ma-tay] and the category leader in ready-to-drink mate beverages across North America. The name Yerba Madre, meaning “Mother Herb,” is a tribute to Mother Earth and the ancestral wisdom of the Indigenous communities who have cultivated yerba mate for generations —a reflection of the values the brand has championed since day one. Headquartered in Sebastopol and Venice, California, Yerba Madre sources organic, shade-grown yerba mate in direct partnership with 255 family farmers and Indigenous communities across Argentina, Brazil, and Paraguay. Using its Market Driven Regeneration™ model, every purchase helps reforest the Atlantic Forest, support fair trade premiums, and build long-term economic resilience for grower communities. In 2025, the brand became the world’s first yerba mate to achieve Regenerative Organic Certified™ Gold® status——setting a new global standard for ecological integrity, cultural respect, and environmental restoration. As an original founding member of the B Corp community and a founding member of the Purpose Pledge, Yerba Madre is committed to ethical business practices across ten key pillars, including climate positivity, living wages, circularity, and inclusion. Yerba Madre is available in over 45,000 retail locations across the U.S. and Canada. To learn more, visit www.YerbaMadre.com.

This role will be responsible for leading and growing sales across the Natural Channel—one of Yerba Madre’s most established and strategically important areas of the business. We’re looking for a thoughtful and results-driven leader who can craft clear plans, collaborate cross-functionally, and deliver with excellence.

The ideal candidate brings deep experience in Natural Channel sales, along with strong, trusted relationships across key retailers. They thrive in partnership—both with external stakeholders and internal teams—and understand the nuances of both direct store delivery and direct-to-warehouse models. A background in “better-for-you” beverages or purpose-driven brands is a strong plus.

We’re seeking someone who leads with both head and heart—balancing strategic sales leadership and operational focus with adaptability and a team-first mindset. This position reports to the Vice President of Sales – Key Accounts.

To thrive in this role, you’ll need to be aligned with Yerba Madre’s mission and values. We’re building a business rooted in regeneration, equity, and connection—and we’re looking for leaders who are energized by that purpose and ready to help take our impact to the next level in this critical channel.

How you’ll Help:

To perform this job successfully, an individual must be able to perform the following satisfactorily; other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Own the relationship and P&L responsibility for strategic national natural and specialty accounts
Own the HQ call points for Whole Foods Market, Sprout’s, Natural Grocers, and other select natural chains.
Align the Natural objectives with the Company strategy driving overall business performance and profitability while meeting the customer's needs.
Build upon and leverage above-buyer relationships with customers
Define and implement a Trade Promotion Investment Strategy by account
Develop an Annual Sales Plan by account that is in alignment with and integrated with the Key Account goals and objectives
Partner closely and work very collaboratively with Sales Operations, and Business Analytics
Meet & exceed Sales Execution goals
Meet & exceed Revenue goals
Meet & exceed Profitability goals
Manage Trade Spending consistent with the Investment Strategy and within budget
Manage Demand Forecast
Other duties and responsibilities as required
Partner with our direct store delivery teams to ensure execution of new distribution and all promotional activity.
Partner with the sales leadership team and finance to build an annual sales plan and provide monthly updates on progress against the plan.

What you’ll provide:

5-7 years of related Key Account experience, established relationships with key customer key decision makers (ex. Whole Foods, Sprouts, NGVC, INFRA, NCG); A working knowledge of DSD (direct store delivery) beverage experience is ideal.
Proficient in MS Office
College degree preferred

How You’ll be Successful in this role:

Proven and successful sales management history within the beverage and/or CPG space
Excellent communication skills with external customers, peers, supervisors, and internal supporting departments

Travel & Physical requirements:

Physical Demands: ability to lift 15lbs
Travel Requirements: ability to travel up to 40%
Work Environment: remote

The pay range for this role is an estimate based on a wide range of compensation factors; actual pay offered may vary based on (but not limited to) work experience, education and/or training, critical skills, and/or business considerations. Sales commissions and/or variable pay plans are also offered depending on the position (ex: monthly, quarterly, annual bonuses). Additionally, we offer a competitive benefits package including top-tier benefits, comprehensive medical, dental, and vision plans, employee life and disability, mental health benefits, paid medical leave, paid company holidays, and paid time off, as well as opportunities for career growth and advancement within our team!

Salary Range

$145,000—$185,000 USD

Headquartered in Sebastopol and Venice, California, Yerba Madre sources organic, shade-grown yerba mate in direct partnership with 255 family farmers and Indigenous communities across Argentina, Brazil, and Paraguay. Using its Market Driven Regeneration™ model, every purchase helps reforest the Atlantic Forest, support fair trade premiums, and build long-term economic resilience for grower communities.

In 2025, the brand became the world’s first yerba mate to achieve Regenerative Organic Certified™ Gold® status——setting a new global standard for ecological integrity, cultural respect, and environmental restoration.

As an original founding member of the B Corp community and a founding member of the Purpose Pledge, Yerba Madre is committed to ethical business practices across ten key pillars, including climate positivity, living wages, circularity, and inclusion. Yerba Madre is available in over 45,000 retail locations across the U.S. and Canada. To learn more, visit www.YerbaMadre.com.

Yerba Madre is an equal-opportunity employer committed to creating a diverse and inclusive workplace. All qualified applicants will be treated with respect and receive consideration for employment without regard to race, color, creed, religion, sex, gender identity, genetic information, sexual orientation, national origin, disability, uniform service, Veteran status, age, or any other protected characteristic per federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance.

National Account Manager Natural (West)

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