Account Executive

Account Executive

A note from Royce Luque, VP of Sales: I'm not hiring the resume that already reads "top of the leaderboard at a company everyone's heard of." I'm hiring the closer who gets handed a qualified lead and knows exactly what to do with it: run the conversation, teach the operator something they didn't walk in knowing, and bring the deal home. We feed you the pipeline. What I'm looking for is the instinct to take control of a deal without steamrolling the buyer, the discipline to keep a clean book, and the hunger to treat selling as a craft you're never finished sharpening. Get those right and I'll coach you into the rest. This is your shot to help define how a brand-new category gets sold, at a company that already won the hardest version of regulated retail. If that sounds like you, we should talk.

The Role

Flowhub has spent a decade building the platform that runs regulated cannabis retail, and the demand is already here. Our business development efforts put qualified leads in front of you, from brand-new operators opening their first dispensary to established retailers ready to upgrade the software that runs their floor. What we need is closers who can take those conversations and turn them into customers. As an Account Executive, you'll generate new business from the pipeline we hand you. You'll research each prospect, run a consultative process, guide operators through a high-stakes decision, and carry deals to signature. You'll own a quota, build and protect a clean pipeline, and produce the documentation that gets a negotiated agreement across the line. Your territory aligns partly by geography, since cannabis is regulated state by state, and every market plays by its own rules. This is more than a quota-carrying job. You're joining at the point where a new category is still working out how it gets sold, and you'll have a hand in that motion and a voice with the people building the roadmap behind it. You'll report to Royce Luque, VP of Sales, and sell on-site at our Coconut Grove HQ in Miami, five days a week, in the room with the leader who coaches this team day to day.

What You'll Own (Close, Repeat, Grow)

• New business from qualified pipeline. Take the leads our business development engine generates, new operators and existing dispensaries alike, and run them through a process built to close. The pipeline comes to you; converting it is the work.

• A consultative, challenger sale. Research each operator, teach them something about their own business they hadn't seen, tailor the pitch to their market, and take control of the conversation without ever steamrolling the buyer. You lead operators through new waters toward a decision they feel good about.

• Flowhub in the field. Get into your territory at least once a month to represent Flowhub at regional trade shows, run live demos for the operators who show up, take prospects out, and visit dispensaries in person. A lot of your pipeline lives in those rooms, and face time is what moves a deal from interested to signed.

• A clean, honest pipeline. Build and maintain it in Salesforce and Outreach, forecast it accurately, and keep it current. Discipline here is what separates a good month from a strong quarter.

• Deals from first call to signature. Develop the relationships, deliver the information that moves a prospect forward, work the back-and-forth, and generate the paperwork that closes a negotiated agreement.

• The number. New revenue, pipeline health, and conversion against the targets you and Royce set together. You own the result.

You'll Probably Love This Role If:

• You close, and you're disciplined about how. You're organized and methodical in how you prospect and run a deal. You'd rather work a tight, well-documented book than wing it on charm.

• You teach, tailor, and take control. You're not afraid to challenge how an operator thinks about their business. You bring a point of view, you read the room, and you steer the buyer to the right answer.

• You connect with anyone. You can talk to a first-time dispensary owner and a multi-location operator in the same afternoon and build rapport with both.

• You do the right thing when no one's watching. Integrity isn't a line on your resume; it's how you sell.

• You believe in the mission and can sell it. You see cannabis for the hard, fast-growing business it is, and you can make an operator believe in the platform too.

• You thrive when the ground keeps moving. The industry rewrites its own rules constantly, and that energizes you rather than rattles you.

• You're low-ego and coachable. You'll make mistakes, own them fast, and take a VP's coaching as a head start, not a knock. Chill vibes, high accountability.

• You're Miami-ready. This is an in-office role at our Coconut Grove HQ, five days a week. Being in the room with Royce and the sales team is how you ramp faster, sharpen quicker, and keep the coaching live instead of waiting on a calendar invite.

This Role Probably Isn't For You If:

• You need a finished playbook handed to you. A new category means parts of this motion are still being worked out. If you need a complete script and a mature territory on day one, you'll be restless.

• You bristle at coaching. Royce coaches this role closely. If you'd rather run your own fixed approach with no input, you won't enjoy it.

• You think leads are the hard part. We supply qualified pipeline. The job is converting it. If cold hunting is the only way you know how to win, this is a different role than you're used to (in a good way).

• You're allergic to cannabis. Our customers are dispensaries. If that's a nonstarter for you personally or morally, this isn't the right home. If you can see cannabis for what it is, a legitimate, growing business solving a hard operator problem, you'll be in good company.

• Remote is non-negotiable for you. This is a Coconut Grove role, five days a week. The team is here, the energy is here, and the selling sharpens faster in the same room.

Ideal Background (Not a Checklist)

• Roughly 2+ years closing in an Account Executive role, ideally in B2B SaaS. Royce cares more about instincts and results than years on paper, so treat this as a guide, not a gate.

• A track record of excellence. You've been at or near the top of a sales board, and you can point to deals you won and explain why.

• Comfort in Salesforce and Outreach, or similar CRM and sales-engagement tools, for running pipeline and staying organized.

• Strong written and verbal communication. You can write a follow-up that moves a deal forward and hold your own on a live call.

• A genuine interest in sales as a craft, and a commitment to getting better at it.

• Bonus if you bring it. Existing relationships with cannabis operators or dispensaries, time selling into retail or another tightly regulated industry, or fluency with a deal-qualification framework like MEDDIC or BANT.

The Hiring Process: Meet the Team

We respect your time. Each conversation should give you a clearer picture of whether this is the right move for you.

• Stage 1 (Recruiter Screen): A 30-minute conversation with Aaron Friedman, our talent acquisition partner, on your background, what you're looking for, and mutual fit.

• Stage 2 (Sales Team Connect): A 30-minute conversation with Olivia Self, Sales Team Lead, on how you operate and where you'd fit on the team.

• Stage 3 (AE Panel): A working session with Josh Brook, Tanner Cosens, and Collin Bannister, Account Executives on the team, digging into how you sell and how you'd run a deal