AE - Jacksonville/Tampa/Orlando - Cannabis & Agriculture Exp

Title: Account Executive - Southeast Region

Location: Florida-Based (Remote) - Jacksonville, Orlando, or Tampa Preferred

Department: Commercial Sales - Elevated

Reports To: VP of Sales

Job Type: Full-Time | Exempt / Salaried

About Hydrobuilder Holdings

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 - Southeast Region is a territory-owning commercial sales professional responsible for building and growing a portfolio of licensed commercial cannabis cultivation accounts across the Southeast region. This role is the revenue engine of Elevated's Southeast market entry - activating existing operator relationships, winning new accounts, and serving as the ground-level expert on the Southeast cultivation landscape. The Account Executive operates with the full backing of locally stocked inventory in Jacksonville, enabling rapid fulfillment and credible, responsive service from day one. Success in this role demands cultivation fluency, deep operator relationships, and the ability to match the right product to each customer's grow style, system, and compliance requirements.

Key Responsibilities

Territory Development & Account Management

• Own and grow the Southeast territory end-to-end: 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 Southeast cultivation relationships and targeted outreach to licensed MMTCs
• 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 types, and supply needs
• Recommend the right products for each customer's grow style, substrate selection, IPM program, and Southeast-specific environmental challenges
• Serve as a credible cultivation resource - able to speak knowledgeably about rockwool, coco, biological and chemical IPM, and commercial consumables
• Represent the brand at regional cannabis industry events, industry meetups, and relevant trade shows

Fulfillment Coordination & Operations Collaboration

• Collaborate with the Jacksonville 3PL warehouse to ensure accurate, timely order fulfillment for all Southeast accounts
• Feed demand signals back to procurement and operations to inform Phase 2 SKU expansion and inventory planning
• 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 Southeast-warehouse-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 Vidawool 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 Southeast market where incumbent relationships with Hawthorne, Sun Gro, and regional distributors are already established
• Navigating the diversity of the Southeast operator landscape - from large multi-site MSOs requiring structured procurement processes to independent growers who operate on relationship and trust
• Operating in a new-entrant capacity without an established brand footprint across the Southeast, requiring the AE to lead with cultivation credibility and product knowledge rather than name recognition
• Managing a geographically broad territory (across the Southeast multi-state territory) 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 across the Southeast; demonstrated knowledge of Florida, Georgia, Tennessee, and/or other Southern state operator landscapes
• Existing relationships with head growers, cultivation directors, or procurement contacts at licensed Southeast cultivation operations - this is the highest-weighted qualification
• Hands-on cultivation knowledge: substrate selection, IPM programs, environmental controls, and Southeast-specific growing challenges (humidity, mold/mildew pressure, heat management)
• Familiarity with product categories including rockwool and coco growing media, biological and chemical IPM, and commercial PPE/consumables
• Proven track record of territory ownership - building, managing, and growing a book of accounts with minimal supervision
• Experience with CRM platforms and sales pipeline management
• Based in Florida; Jacksonville, Orlando, or Tampa preferred for coverage of the Southeast territory
• 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: $65,000-$90,000 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.