Account Executive (Cannabis Industry SaaS) (United States)

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

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.

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.

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.

What You'll Do

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

How Success Will Be Measured

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

What We're Looking For

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

Nice to Have

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

What You'll Get

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