Account Executive - NY/NJ - Cannabis & Agriculture Industry Exp

Account Executive — Northeast Region

Location - New York / New Jersey (Remote)

Hydrobuilder Holdings (HBH) exists to empower growers to thrive. As one of the largest providers of products, services and technology to the Controlled Environment Agriculture (CEA) industry, we support cultivators across the spectrum — from large commercial facilities to independent growers — helping them improve yields, operate more efficiently and grow sustainably.

Elevated, our commercial division, is a tech-enabled service platform supporting professional cultivators from build-out through harvest with Account Executives, Cultivation Advisors and AI-driven crop insights. Hydrobuilder.com, "The Growers Marketplace," serves smaller growers through a digital platform offering curated products and education. Our integrated AgTech program combines AI, sensor data and lab analytics to deliver actionable insights that improve cultivation performance.

Overview of Position

The Account Executive — Northeast Region is a territory-owning commercial sales professional responsible for building and growing a portfolio of licensed commercial cannabis cultivation accounts across New York and New Jersey. This role is the revenue engine of Elevated's Northeast market entry — activating existing operator relationships, winning new accounts, and serving as the ground-level expert on one of the most rapidly evolving adult-use cannabis markets in the country. The Account Executive operates with the full backing of Elevated's product depth, fulfillment infrastructure, and AgTech service platform to deliver value to operators from Day 1. Success in this role demands cultivation fluency, deep operator relationships, and the ability to match the right product and service solution to each customer's grow style, system configuration, and compliance environment.

Key Responsibilities

Territory Development & Account Management

• Own and grow the NY/NJ territory end-to-end: licensed MSOs, independent cultivators, and new licensees all in scope
• Manage an active portfolio of commercial cannabis cultivation accounts with regular cadence outreach and on-site engagement
• Develop new business through existing Northeast cultivation relationships and targeted outreach to licensed operators in the New York and New Jersey markets
• Build and maintain a qualified pipeline — target 5–10 active accounts within 60 days of hire

Customer Engagement & Facility Consultation

• Conduct on-site visits with head growers and cultivation directors to understand programs, system configurations, and supply needs
• Recommend the right products for each customer's grow style, substrate selection, IPM program, and Northeast-specific environmental challenges (cold climate, humidity management, seasonal lighting variation)
• Serve as a credible cultivation resource — able to speak knowledgeably about indoor and greenhouse production, rockwool and coco media, biological and chemical IPM, and commercial consumables
• Represent the brand at regional cannabis industry events, OCM-sanctioned engagements, and relevant trade shows

Fulfillment Coordination & Operations Collaboration

• Collaborate with operations and fulfillment teams to ensure accurate, timely order execution for all Northeast accounts
• Feed demand signals back to procurement and category management to inform SKU prioritization and inventory planning for the NY/NJ market
• Confirm inbound logistics accuracy and escalate any fulfillment or supply issues that risk customer commitments

Pipeline Tracking & CRM Discipline

• Maintain an accurate, up-to-date CRM record of all prospect and account activity — contacts, visit notes, pipeline stage, and next actions
• Provide regular territory updates including pipeline value, win/loss trends, competitive intelligence, and SKU demand signals
• Track ramp progress against 30/60/90-day milestones and provide accurate revenue forecasts

Key Performance Indicators (KPIs)

• Accounts in active pipeline by day 60: ≥ 5 qualified accounts
• First fulfilled orders closed by day 90
• Monthly new account acquisition rate: ≥ 2 new accounts per month post-ramp
• Portfolio revenue growth quarter-over-quarter: ≥ 15%
• Gross margin per order: prioritize HBX and preferred brand SKUs over commodity alternatives
• CRM activity compliance: 100% of visits and interactions logged within 24 hours
• Customer retention rate: ≥ 85% of accounts active on a recurring basis
• On-site visit cadence: minimum monthly touchpoint for top-tier accounts

Key Challenges

• Building a self-sufficient territory from the ground up in a competitive Northeast market where incumbent relationships with established distributors and regional suppliers are already entrenched
• Navigating the complexity of New York's adult-use licensing environment — a market with a high volume of new licensees, shifting OCM regulations, and significant variation in operator scale and sophistication
• Operating in an early-entrant capacity without a legacy brand footprint across the NY/NJ market, requiring the AE to lead with cultivation credibility and product knowledge rather than name recognition
• Managing a geographically broad territory spanning the full state of New York and New Jersey while maintaining consistent on-site visit cadence and responsive account service
• Converting pipeline relationships built on goodwill into formal, contract-backed purchasing commitments within the 60–90 day ramp window

Job Knowledge, Skills & Experience

• 3–7+ years working in or selling into commercial cannabis cultivation in the Northeast; demonstrated knowledge of New York and New Jersey operator landscapes strongly preferred
• Existing relationships with head growers, cultivation directors, or procurement contacts at licensed NY/NJ cultivation operations — this is the highest-weighted qualification
• Hands-on cultivation knowledge: substrate selection, IPM programs, environmental controls, and Northeast-specific growing challenges (cold climate management, humidity, supplemental lighting strategies)
• Familiarity with product categories including growing media, biological and chemical IPM, fertigation supplies, and commercial cultivation consumables
• Proven track record of territory ownership — building, managing, and growing a book of accounts with minimal supervision
• Experience with CRM platforms and disciplined sales pipeline management
• Based in New York or New Jersey; ability to cover the full NY/NJ operator base required
• Self-directed with the ability to operate effectively in a new-market, early-stage territory without extensive internal support infrastructure
• Valid driver's license; regular travel to customer sites required — mileage reimbursed

Compensation

• Base Salary: $80,000 - $125,000 annually, commensurate with experience and existing book of business
• Commission on gross margin — structured to reward selling the right products, not just volume
• 60–90 day ramp period with full base support while accounts are formalized
• Mileage reimbursement for customer site travel
• Cell phone stipend

Benefits

• Comprehensive health, dental, and vision insurance
• 401(k) plan with company match
• Paid time off and holidays
• Professional development and training opportunities
• Flexible work schedule and remote work options

In addition to the responsibilities listed above, the employee may be asked to perform other duties as assigned by management.