General Manager

General Manager, Western Region

Los Angeles, CA • Full-time • On-site / market-based

About The Company

Our client is the #1 licensed cannabis wholesale platform in the world with the largest portfolio of cannabis brands, supplying $1B+ worth of cannabis products per year from hundreds of brands to retailers across California, the Northeast, and Nevada. Their mission is to empower the world to discover cannabis by providing choice, access, and innovation.

The team, backed by Y Combinator and a roster of tech luminaries including DoorDash co-founder Stanley Tang, NFL Hall of Famer Joe Montana, Gmail creator Paul Buchheit, and Twitch co-founder Justin Kan, is scaling the cannabis supply chain with technology. The ultimate goal is to become the largest distributor of cannabis products in the world.

The Role

As General Manager of the Western Region, you own the P&L for their largest and most mature business - California today, with Nevada and Arizona attaching to your scope on a defined schedule. You report to the President, with a dotted line to the CEO covering market strategy and top account relationships.

This is not a launch role. California is a ~$58M market with operations leadership in place and the deepest operating model in the company. Your job is to defend and expand margin in a price-compressing market, personally carry the most strategic brand and retailer relationships in cannabis, protect the core against well-funded competitors, and scale the region past $100M - at which point this role converts, in writing, to Market President.

You will inherit a commercial book built at the founder level. The negotiations you lead - commission structures, marketing participation, logistics economics, strategic exceptions - create seven-figure differences in long-term gross margin. We are hiring an operator with the commercial intensity to hold that book and the P&L discipline to compound it.

Responsibilities

• Own the regional P&L. Revenue, gross margin, contribution margin, working capital, and headcount across California, Nevada, and Arizona as each attaches. Set the operating plan. Hit it.
• Carry the enterprise book. Personally own and grow the most strategic brand and retailer relationships in the market. Lead or materially support every major negotiation for brands generating $500K+ through the platform. Structure the deals; defend the margin.
• Defend the core. Know the competitive field - pricing moves, coalition formation, service plays - and out-position it. California is the market everyone wants; keeping it is the job.
• Grow revenue quality, not just revenue. Pricing power, commission structure, embedded lending and payments products attach, and exception discipline across the book. You will be measured on gross margin dollars, not top line..
• Run the operation to SLA. Drive service levels, cost per delivery, order accuracy, and METRC-compliant chain of custody across facilities in LA, the Bay Area, Woodlake, and Nevada - through a defined operating cadence with central Supply Chain, with California operations converting to your direct line on a performance-gated schedule.
• Own collections judgment. Escalated receivables on enterprise accounts are relationship-sensitive, high-stakes calls. Know when to extend grace, when to enforce terms, and when relationship risk outweighs short-term recovery.
• Be the face of the company in the West. Regulators (DCC in Sacramento, CCB in Nevada, Arizona at launch), industry events, panels, and partner engagement. Central Compliance owns program design and filings; you own the relationship and the room.
• Attach Nevada, launch Arizona. Absorb Nevada oversight once established in California, and own the Arizona launch - sequencing leadership attention across a mature market, a small market, and a launch market without diluting any of them.
• Build the team. Field commercial organization, market ops coordination, and a credible succession bench for every key role - including your own.

Qualifications

• 10+ years of progressively senior leadership, with 5+ years owning a meaningful P&L at or above $50M scale - or demonstrated ownership of an enterprise commercial book of comparable economic weight.
• Commercial intensity. You have personally led enterprise negotiations where deal structure - not just price - determined the economics. You are territorial over accounts, decisive in negotiation, and comfortable being the senior person in the room with founders, CEOs, and regulators.
• Margin operator. You have defended or expanded gross margin in a competitive or price-compressing market. You think in gross margin dollars and working capital, not just growth.
• Succession credibility. You have inherited a book of business from a founder or senior predecessor and retained it - or you can speak concretely about why that transition succeeds and fails.
• Multi-market range. You have run a portfolio - multiple markets, regions, or business units at different maturity stages simultaneously.
• Physical operations fluency. You have operated distribution, last-mile, or warehousing at scale and can diagnose an SLA problem from the floor, even where you do not directly control the function.
• Regulated-industry instincts. Cannabis, alcohol, pharmaceuticals, food, or financial services. You treat compliance as a feature rather than a tax. Cannabis and California relationships are a strong plus.
• Based in California (LA strongly preferred) with 40-50% travel across the Bay Area, Central CA, Nevada, Arizona, partner sites, and Sacramento.

Why You'll Love Working Here

• You'll own the largest P&L at the fastest growing cannabis startup in the U.S., with a written path to Market President.
• Medical/Dental/Vision offered to all full-time employees.
• Competitive salary at $175,000-$190,000 depending on experience, plus a performance bonus structured around margin outcomes and meaningful equity.
• 401(k) plan with a match.