National Account Executive (Natural Products)

Kratom · Kava · Kanna · Hemp · Functional Beverages · Adaptogens · Nootropics Location: Remote up to 25% travel – National Employment Type: Full time, exempt Reports to: VP of Sales Position Summary: SC Labs is one of the largest and longest-standing cannabis and hemp testing networks in the United States — licensed and accredited across California, Oregon, Colorado, Michigan, and Arizona, and the first lab to develop a national hemp testing panel. We are now a DEA-registered laboratory , and we are actively diversifying into the broader natural products and functional ingredients market: kratom, kava, kanna, functional mushrooms, adaptogens, nootropics, and the next generation of functional beverages. That combination of ISO 17025 accreditation, newly secured DEA registration, multi-state footprint, and a 15-year reputation for analytical rigor makes SC Labs uniquely positioned to serve brands in regulated and emerging categories. The Account Executive will play a pivotal role in driving revenue growth through the acquisition and expansion of existing and new verticals. They will understand the unique challenges each industry has and structure their solutions accordingly. They will represent SC Labs as a trustworthy and integrated testing partner. This individual will have a deep understanding of quality metrics, regulations, and business development. The ideal candidate will be a strategic seller with deep industry expertise, with proven relationships and a deep network in the industry, and a consultative approach to client management. We’re hiring a senior account executive with an established book of business in botanicals and functional wellness to help us turn that capability into market share. If you’ve spent years building relationships with brand owners, formulators, contract manufacturers, and ingredient suppliers across kratom, kava, hemp, or functional beverages, and you’ve been waiting for a testing partner that can credibly serve the whole portfolio this is that seat. Schedule: Full-time, exempt salary employee position. Compensation: Base + uncapped commission. On-target earnings up to $135,000, with upside for top performers. Key Responsibilities: Client Acquisition & Revenue Growth: Build and execute a territory plan targeting brand owners, contract manufacturers, ingredient suppliers, and formulators across kratom, kava, kanna, hemp, cannabinoid, functional mushroom, adaptogen, and functional beverage categories. Activate your existing network of industry contacts to generate qualified pipeline from day one. Identify, pursue, and close strategic accounts with high lifetime value including national brands, multi-SKU manufacturers, and high-volume ingredient suppliers. Build the Ideal Customer Profile (ICP) for SC Labs’ expansion into alcohol-alternative beverages, adaptogen-forward products, functional mushroom formulations, and kratom/kanna ingredient supply chains. Translate client pain points; regulatory exposure, formulation challenges, and shifting state-level rules into tailored testing and analytical service proposals. Strategic Account Management: Serve as the trusted advisor to senior decision-makers at key accounts; Heads of QA, VPs of Regulatory, Founders, and Heads of Supply Chain. Conduct quarterly business reviews with key accounts; anticipate compliance, regulatory, and formulation challenges before they impact the client. Partner with lab operations, customer success, and marketing to deliver seamless onboarding and a best-in-class testing experience. Sales Strategy & Market Intelligence: Partner with the VP of Sales to design and execute category-specific go-to-market plans. Track regulatory shifts (FDA, DEA, state-level scheduling) and competitor activity, and feed insight back to R&D and leadership. Represent SC Labs at industry trade shows including SupplySide West, Natural Products Expo West, BevNET Live, and CHAMPS, building pipeline and brand visibility in target categories. Maintain disciplined forecasting, pipeline hygiene, and CRM accuracy. Qualifications/Experience Required: 5+ years of B2B sales experience selling into the kratom, kava, hemp/cannabinoid, dietary supplement, nutraceutical, functional beverage, ingredient, or contract manufacturing space. Minimum 1 year of B2B analytical lab or testing services sales experience. You understand COAs, method development, potency, contaminant panels, and how labs win in this market. An established book of business that includes a network of brand owners, formulators, QA leaders, or ingredient buyers you can activate in the first 90 days. Working knowledge of the regulatory landscape: DEA scheduling, state hemp and cannabinoid regulations, and ISO 17025 testing requirements. Proven track record closing complex, high-value deals with long sales cycles and multiple stakeholders. Strongly Preferred: Hands-on familiarity with analytical methods relevant to this space: alkaloid quantification (mitragynine, 7-hydroxymitragynine, mesembrine), kavalactone profiling, cannabinoid potency, terpene profiling, heavy metals, pesticides, residual solvents, microbial contaminants, and stability testing. Existing relationships inside trade bodies such as the American Kratom Association (AKA), Council for Responsible Nutrition (CRN), American Herbal Products Association (AHPA), Natural Products Association (NPA), or the Kava Coalition. Experience selling into multi-state operators (MSOs), national CPG brands, or co-packers/contract manufacturers. Skills: Sales Acumen: Deep understanding of the sales cycle (prospecting, qualifying, presenting, closing). Ability to handle objections and negotiate effectively. Client Relationship Management: Develop trust and nurture long-term relationships with clients. Excels at understanding customer needs and aligning solutions accordingly. Communication Skills: Excellent verbal/written communication and listening skills. Capable of delivering persuasive pitches and clearly explaining complex products/services. Provides and takes feedback well and adjusts approach as needed. Thrives in a team-oriented environment by actively collaborating with support teams to ensure seamless execution and exceptional client outcomes. Time Management & Prioritization: Strong time management skills with a clear understanding of personal capacity. Prioritizes tasks effectively and sets realistic goals to consistently deliver high-quality results on time. Required Education: Bachelor’s degree or equivalent combination of education, training, and experience. Benefits Offered: Medical (HDHP with HSA is one option), Dental and Vision insurance. Paid Holidays and Flexible Paid Time Off. 401(k) Plan with a Company Match. Employer Paid Life coverage, as well as Optional Life Coverage. Flexible Spending Account. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time at the Company’s discretion. No Visa sponsorship is available for this position. About SC Labs: Founded in 2010, SC Labs is one of the cannabis industry’s oldest licensed testing labs and the first to develop a national hemp testing panel. We are accredited and licensed in California, Oregon, Colorado, Michigan, and Arizona, and operate the largest multi-state cannabis and hemp testing network in the country. With ISO 17025 accreditation and newly secured DEA registration, SC Labs is expanding its analytical capabilities into the broader natural products economy; kratom, kava, kanna, functional mushrooms, adaptogens, nootropics, and functional beverages. Bringing 15 years of scientific rigor, instrument redundancy, and faster turnaround times to categories that have historically been underserved by quality testing partners. All employment offers will be contingent upon successful completion of a background check. SC Labs provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. #J-18808-Ljbffr