Account Executive (Cannabis Industry SaaS)

Job Description

Remote | $70,000-$85,000 Base + Uncapped Commission | OTE Up to $175,000

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Our client is a growing technology company providing market intelligence and data solutions to businesses across the cannabis industry. Their platform helps cannabis brands, distributors, retailers, and multi-state operators better understand market activity, identify opportunities, and make more informed sales and distribution decisions.

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They are seeking a full-cycle Account Executive to own the sales process from initial conversation through close and account expansion. This is a consultative sales role for someone who can uncover business challenges, connect data and technology to measurable business outcomes, and build relationships with decision-makers across the cannabis industry.

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A meaningful portion of the pipeline will be self-sourced. The AE will have support from SDRs and Marketing, but this role is best suited for someone who is comfortable prospecting, opening doors, and creating their own opportunities.

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What You'll Do

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• Own the full sales cycle from prospecting and discovery through product demonstrations, business case development, negotiation, and close
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• Build and maintain your own pipeline while partnering with SDRs and Marketing on additional opportunities
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• Develop relationships with decision-makers at cannabis brands, distributors, retailers, and multi-state operators
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• Conduct consultative discovery to understand business goals, challenges, and opportunities
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• Connect the company's data and technology solutions to measurable business outcomes for customers
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• Deliver tailored product demonstrations and presentations to a range of stakeholders
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• Navigate multi-stakeholder sales processes, including procurement and other requirements associated with larger customers
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• Manage your territory and identify new opportunities within the cannabis market
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• Partner with Customer Success following the sale to support onboarding, adoption, renewal, and account expansion
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• Maintain accurate CRM records, pipeline stages, activity, and forecasting
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• Share market and customer feedback with Product and Marketing teams to help improve the platform and sales process
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How Success Will Be Measured

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• New revenue closed against quota
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• Pipeline coverage and contribution from self-sourced opportunities
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• Win rate and average deal size
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• Account retention and expansion
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• Forecast accuracy and CRM discipline
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What We're Looking For

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• Bachelor's degree required
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• 3+ years of experience closing B2B SaaS or technology sales
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• Documented track record of meeting or exceeding sales quotas
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• Full-cycle sales experience, including sourcing, managing, and closing your own opportunities
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• Strong consultative selling skills and the ability to conduct meaningful discovery and build a compelling business case
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• Experience selling data, analytics, market intelligence, or another solution where the value goes beyond a simple product feature
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• Strong written and verbal communication skills
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• Comfortable prospecting and generating your own opportunities
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• Highly self-directed and comfortable working independently in a remote environment
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• Strong CRM discipline, ideally with HubSpot
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Nice to Have

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• Experience in cannabis, CPG, beverage, retail, or another industry involving distribution, assortment, or shelf space
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• Experience selling into retailers, multi-state operators, or other complex buying organizations
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• Experience working in an early-stage or growing company where you helped develop the sales process
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• Existing relationships or network within cannabis brands, distributors, or retailers
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What You'll Get

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• $70,000-$85,000 base salary
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• Uncapped commission
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• OTE up to $175,000
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• Fully remote work environment
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• Full benefits package
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• Flexible PTO
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• Equity opportunities
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• Opportunity to join a growing technology company serving the cannabis industry
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