Account Executive (MD И PA) - Remote Eligible

Role Summary – Account Executive (AE)

Reporting to the Vice President of Strategic Accounts, the AE owns the full sales cycle for net-new and existing dispensary locations in a defined region (initial focus: Maryland and Pennsylvania). Success is measured on closed ARR and door-count targets monthly supported by a best-in-class commission plan.

Key Responsibilities

Pipeline Generation

• Prospect, sequence, and qualify 12+ new dispensary accounts each week through targeted outbound, regional events, and partner referrals.
• Build and maintain ≥ 4× quota pipeline coverage in HubSpot, ensuring every prospect has a documented next step.

Deal Execution

• Lead discovery, ROI-focused demos, and multi-threaded negotiations for SMB opportunities, tailoring value props to each stakeholder.
• Structure and close bundled contracts (POS, payments, text-messaging) in PandaDoc, maximizing ACV while protecting margin and compliance.

Forecast & Governance

• Keep deal stages, close dates, and action plans current in HubSpot; submit a weekly commit forecast with clear upside, best-case, and commit numbers.
• Achieve ≥ 95 % CRM hygiene and deliver consistent 30-60-90-day forecast accuracy for executive reporting.

Cross-Functional Alignment

• Partner with Field Marketing, Product, and Customer Success on regional campaigns, pilots, and upsell plays, sharing competitive intel and win-loss insights.
• Co-develop account strategies that lift cross-sell rates and expansion ARR, hitting joint KPIs for adoption and retention.

Voice of Customer & Continuous Improvement

• Capture product feedback, compliance hurdles, and market trends in a structured VOC log; present findings in quarterly reviews to influence roadmap.
• Contribute to iterative refinement of sales playbooks, demo scripts, and onboarding materials, ensuring best practices scale with team growth.

Required Qualifications

• 3+ years quota-carrying B2B SaaS or retail-tech sales with a history of ≥100 % attainment
• Working knowledge of cannabis retail operations and state compliance rules
• Proficiency with HubSpot CRM, virtual demo tools and BANT or similar methodology
• Comfortable with 75%+ travel to dispensary sites, trade shows and regional events
• Excellent consultative presentation, negotiation and written communication skills

Preferred Qualifications

• Experience selling POS, payments or fintech solutions to regulated industries
• Prior success in high-growth startup environments (0 → $50 M ARR)
• Existing network of decision-makers in cannabis markets
• Familiarity with integrations and retail data analytics tools

Benefits & Comp

• Lucrative variable plan
• Remote-first flexibility
• Medical, dental, vision, life & disability insurance options
• Generous PTO, paid company holidays and paid parental leave
• Career growth path to Senior AE / Regional Sales Manager as Sweed scales